Job Summary
The Regional Sales Manager is responsible for leading, developing, and directing the sales organization within their assigned territory inside Chaparral Distributing. The RSM drives sales performance, executional excellence, and team development by working alongside District Managers across a combination of presell and delivery routes, depending on the market.
The RSM serves as the critical link between the General Sales Manager’s strategic direction and ground-level field execution within the small format channel. This role is accountable for achieving volume and distribution targets, maintaining RBNA and company execution standards, and building a team capable of sustaining high performance across the territory.
Responsibilities
Sales Performance & Execution
- Own and deliver territory-level sales performance, including volume, distribution, market share, and execution against plan within the small format channel
- Develop and execute monthly and weekly sales plans aligned with division goals and GSM direction
- Establish and drive territory KPIs to ensure consistent achievement of volume and execution targets
- Ensure flawless execution of route-to-market strategy, distribution standards, and in-store merchandising across all presell and delivery routes within the territory
- Monitor market conditions, competitive activity, and local dynamics that may impact volume and share, and respond accordingly
- Ensure all promotional packages and displays are executed to standard and captured with proper photo validation
- Drive accountability for missed stops, service compliance, and buying group execution across the territory
- Maintain adherence to company and RBNA execution standards at all times
Team Leadership & Development
- Lead, coach, and develop District Managers to ensure objectives are met or exceeded and execution standards are consistently delivered
- Spend regular, structured time in the field working alongside District Managers to provide coaching, feedback, and performance evaluation
- Complete annual performance reviews with all direct reports and build individualized development plans
- Train and develop direct reports to ensure they have the direction, tools, and support needed to exceed monthly sales and execution plans
- Identify and develop future leaders within the territory through succession planning and ongoing investment in people
- Foster a culture of accountability, engagement, and high performance across the team
- Work collaboratively across the organization and share best practices; act as a major contributor and leader among peer group
Planning, Reporting & Cross-Functional Partnership
- With the General Sales Manager, define weekly and monthly KPI priorities, strategies, and goals by coordinating with cross-functional departments to ensure attainment of volume plan
- Analyze territory performance data to identify trends, gaps, and opportunities; surface findings and recommended actions to the GSM
- Partner with Operations to ensure alignment between sales execution and operational capabilities within the territory
- Partner with HR on recruiting, onboarding, and workforce planning at the District Manager level
- Maintain strong relationships with RBNA field partners to align on strategy and execution within the territory
- Serve as a safety champion, driving awareness, accountability, and continuous improvement in all company and warehouse safety practices
- Other duties as assigned
Required Skills/Abilities
- Strong leadership and team development capabilities
- Proven ability to drive sales performance and executional excellence in a DSD or CPG environment
- Excellent communication and interpersonal skills
- Strong analytical and organizational abilities
- Ability to manage multiple priorities across a geographically dispersed team
- Sound business acumen with an understanding of P&L and performance metrics
- Ability to work effectively in a fast-paced, field-driven environment
- Strong proficiency in mathematical and logistics operations
- Proficiency in computer applications, including MS Word, Excel, and PowerPoint
- Familiarity with route accounting systems and other sales reporting tools
- Current driver’s license with a clean driving record
- DOT medical card required
- Must be at least 21 years old
Education and Experience:
- Bachelor’s degree in business or related field, or 5 years of experience in a similar position in lieu of education
- Preferred prior sales leadership experience in DSD or CPG
- Knowledge of beverage market preferred
- Must be fluent in English, additional languages an advantage
Physical Requirements:
- Repeatedly lifting 25 pounds including overhead
- Ability to stand and walk frequently
- Prolonged periods of sitting at a desk and working on a computer
Compensation/Benefits:
- 401k with 4% company match
- Medical, dental, and vision coverage
- Company paid life insurance paid time off after introductory period
- Paid company holidays
- Company provided phone
- Company provided vehicle
- Additional earning opportunities with incentive programs and commissions
#chaparraldist
Skills Required
- Strong leadership and team development capabilities
- Proven ability to drive sales performance and executional excellence in a DSD or CPG environment
- Excellent communication and interpersonal skills
- Strong analytical and organizational abilities
- Ability to manage multiple priorities across a geographically dispersed team
- Understanding of P&L and performance metrics
- Ability to work effectively in a fast-paced, field-driven environment
- Proficiency in mathematical and logistics operations
- Proficiency in computer applications, including MS Word, Excel, and PowerPoint
- Familiarity with route accounting systems and other sales reporting tools
- Current driver's license with a clean driving record
- DOT medical card
- Must be at least 21 years old
- Bachelor's degree in business or related field, or 5 years of experience in a similar position in lieu of education
- Fluent in English
- Prior sales leadership experience in DSD or CPG
- Knowledge of beverage market
- Additional languages
What We Do
James Edward and Companies began in 1994 as a full service broker firm that helped innovative beverage brands set up distribution. In the early 1990’s, Red Bull was already an established brand in Europe, however, it was virtually unknown in the U.S. In 1997, Red Bull North America was founded, and began distribution of Red Bull in America. James (Jim) Rubenstein, President and CEO of James Edward and Companies, Inc., was intrigued by the “Red Bull phenomenon” that was sweeping over Europe. Jim was sure that it could become more than just a popular drink in the U.S. In 1997, Jim wrote to Red Bull and asked to broker their product in the U.S. through his current food and beverage brokerage firm at the time. However, Red Bull was looking for independent distributors, not brokers. If Jim wanted to be a part of the Red Bull brand, he would have to start an entirely new company. Convinced of Red Bull’s potential, Jim and his partners mobilized into action. James Edward and Companies is located in Houston, Texas and operates with 15 dedicated employees to service as a Corporate hub for Matador, Viva and Chaparral Distributing. Today, James Edward and Companies services more than 13,000 retailers alongside its three distribution companies, houses over 280 employees, and is continuously growing!
