Director, Distribution and Field Sales

Why Marzetti?

At The Marzetti Company, we empower our people and nourish their potential.  Find community, be appreciated, experience growth and make an impact as part of our team!

We offer competitive benefits including:

• Health and life insurance plans
• Retirement savings benefits
• Paid parental leave and paid time off
• Tuition assistance
• Well-being incentives and on-site health care screenings
• Mental health benefits

A full list of benefits can be found here https://careers.marzetticompany.com/benefits

Role Overview

The Director, Distribution and Field Sales is responsible for leading a portfolio of foodservice distributor accounts and a team of Regional Sales Managers to deliver sustained, profitable growth and achieve annual AOP sales objectives. This role develops and executes distribution and field sales strategies, builds strategic relationships with key distributor customers, and ensures consistent broker performance and market execution. The Director partners cross-functionally with Marketing, Pricing, Trade & Sales Productivity, Legal, and other functions to support effective commercial execution and profitable growth

Responsibilities → What You'll Do

• Lead, coach, and develop Regional Sales Managers, establishing clear performance expectations and building team capability and succession readiness.
• Own distributor portfolio performance and deliver annual volume and growth objectives.
• Develop and execute distribution and field sales plans aligned with Foodservice strategy, category priorities, and AOP objectives.
• Build and maintain strategic relationships with key foodservice distributor customers and lead senior-level and Top-to-Top customer engagement.
• Establish clear expectations and KPIs for broker management and hold the field sales team accountable for broker sales, distribution, and execution performance.
• Identify performance gaps and growth opportunities across customers, markets, and brokers and ensure appropriate action plans are developed and executed.
• Prioritize and allocate field resources across customers, markets, and opportunities based on business potential and strategic priorities.
• Establish consistent operating disciplines for sales pipeline management, forecasting, customer planning, and market prioritization.
• Partner cross-functionally with Pricing, Trade & Sales Productivity, Legal, Marketing, and other functions to support pricing discipline, trade management, contract governance, margin protection, and effective execution.
• Provide leadership with relevant distributor, broker, customer, competitive, and market insights while ensuring the team operates within company policies, commercial guardrails, and Marzetti Foodservice standards.

How you'll do it

The successful candidate will put our values into practice every day:

Hunger​.  I come ready, pay attention, and refuse to settle for getting by when getting better is possible.​

Respect​.  I know my people by name, show up for them as humans, and never make anyone feel small.​

Courage​.  I say the hard thing, own my mistakes, and carry my team’s voice forward.​

Humility​.  I ask before I assume, learn from those around me, and lead with curiosity over ego.​

Qualifications → What You'll Bring

The Director, Distribution and Field Salesis responsible for leading a portfolio of foodservice distributor accounts and a team of Regional Sales Managers to deliver sustained, profitable growth and achieve annual AOP sales objectives. This role develops and executes distribution and field sales strategies, builds strategic relationships with key distributor customers, and ensures consistent broker performance and market execution. The Director partners cross-functionally with Marketing, Pricing, Trade & Sales Productivity, Legal, and other functions to support effective commercial execution and profitable growth
Competencies

Customer Focus

Drives Results

Ensures Accountability

Strategic Mindset

Plans & Aligns

Instills Trust

Builds Effective Teams

Broker Management

Who we are

The Marzetti Company manufactures and sells specialty food products. Our retail brands include Marzetti, New York Bakery, Sister Schubert’s and Bachan’s, in addition to exclusive license agreements with Olive Garden, Chick-fil-A, Buffalo Wild Wings and Texas Roadhouse. Our foodservice business supplies sauces, dressings, breads, and pasta to many of the top restaurant chains in the United States.

At Marzetti, our mission is to Make Every Meal Better. We are a spirited blend of tradition and innovation—real people crafting real flavor. We’re not just a team; we’re a promise—a commitment to craft, care, and create a legacy.

Working Conditions

Works in a normal office environment where the employee is regularly required to speak, see, hear, sit, stand, talk, type, walk and bend while moving about the facility.  The noise level in the office is quiet. Occasional travel to plants or meetings is required.