Domestic Frozen Sales Manager

Summary: The Domestic Frozen Sales Manager is responsible for building and executing a strategic frozen product sales plan, targeting both new and current markets through serving as the primary relationship owner for national and regional foodservice distributors (including Sysco, Performance Food Group (PFG), Aramark, and others), leading, coaching and developing a team of frozen sales associates and building a pipeline to strengthen distributor relationship and introduce new products. The Domestic Frozen Sales Manager with serve as an internal advocate for the customer when working with operations, logistics, and product teams, provide exceptional service to distributor partners and end customers and will be an ambassador for Martin’s, representing the brand with professionalism and energy.

Essential Duties and Responsibilities: include the following. Other duties as assigned.

• Manages team of Sales Specialists as a leader aligned with Martin’s core commitments

• Interprets sales data and builds territory plans

• Generates leads using a combination of AI-powered tools, industry databases, internal partnerships, and personal networks

• Identifies whitespace opportunities within existing accounts and pursues incremental revenue

• Introduces customers to full breadth of company’s product portfolio to maximizes share of market

• Responds to inbound inquiries for frozen products and converts interest into active accounts

• Negotiates distribution agreements, pricing structures, and promotional programs

• Conducts regular business reviews with distributor partners to track performance and identifies growth opportunities

• Calls end-user customers (operators, chains, institutions) who purchase through these distributors to drive pull-through sales

• Monitors distributor and customer accounts to ensure satisfaction, resolve issues, and maximize retention

• Addresses obstacles – supply, pricing, service – proactively and professionally

• Manages and obtains broker networks to enhance our reach and new business

• Partners with the Inside Sales Teams on multiple items such as developing a consistent pipeline of qualified distributor and operator prospects (lead generation), account coverage and sales execution.

• Serves as an internal advocate for the customer when working with operations, logistics, and product teams and ensuring order accuracy, on-time delivery and issue resolution.

• Works with internal marketing team to develop campaigns, sales tools, and promotional materials

• Engages with vendor/distributor marketing teams to negotiate and execute co-marketing agreements and promotional funds

• Identifies, plans, and manages company participation in key frozen/foodservice trade shows and industry events and coordinate booth setup, product sampling, and follow-up

• Monitors sales performance across accounts, identify trends, and proactively address obstacles

• Develops and maintains a sales dashboard tracking KPIs including revenue, volume, new placements, and distributor performance

• Provides regular reporting to leadership on pipeline status, wins, losses, and market intelligence

• Uses data and customer feedback to recommend product mix adjustments based on new product entries, sales changes in current products, more or less focus on operator segments, concentration on underserved markets/geographies, and new/alternative distribution models

Supervisory Responsibilities:

Directly supervises employees involved in the Sales Specialist team. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/ or Experience:                                                        

• High School Diploma or GED;

• Bachelor’s Degree or equivalent from four-year college or university or equivalent;

• 5 years of sales experience in food manufacturing, food service, or food distribution

• Excellent communication, presentation, and relationship-building skills

Language Skills:                                                        

Ability to read and comprehend simple instructions, short correspondence, and memos.  Ability to write simple correspondence.  Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.

Mathematical Skills:                                                               

Ability to calculate figures and amounts such as discounts, interest, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability:                    

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills:                                                       

• Proficient in all aspects of Microsoft Suites.

• Ability to develop sales reports through various computer applications

• Ability to easily learn new technologies

• Strong knowledge of CRM platforms and AI tools – leveraging data, using AI tools integrated with these platforms for lead scoring, automated follow-up and market analysis.

Certificates, Licenses, Registrations:

• Valid Passport book or the ability to obtain one within 3 months of hire.

Other Knowledge, Skills and Abilities:    

• Ability to travel 50% of the time (customer visits, trade shows, distributor events).

• Must be able and willing to work a flexible schedule to include on-call hours when necessary.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.