The Regional Sales Director is responsible for driving new business growth across the Business & Industry (B&I) segment. This individual contributor role focuses exclusively on identifying, developing, and closing new business opportunities while building long-term relationships with key decision-makers throughout the assigned territory.

The successful candidate will possess a strong network within the business community, a deep understanding of coffee services, workplace amenities, vending, micro markets, pantry programs, and related workplace solutions, along with a proven ability to develop customized programs that enhance employee engagement, workplace experience, and client satisfaction.

Key Responsibilities:

New Business Development

• Develop and execute a strategic territory growth plan focused on acquiring new Business & Industry accounts.
• Prospect, qualify, and secure new business opportunities within corporate headquarters, office campuses, manufacturing facilities, distribution centers, healthcare facilities, higher education institutions, and mixed-use developments.
• Maintain a robust sales pipeline and consistently achieve or exceed sales goals.
• Identify opportunities for Office Coffee Service (OCS), pantry programs, vending, micro markets, workplace amenities, and related solutions.

Relationship Management

• Build and maintain strong relationships with procurement teams, facilities leaders, human resources leaders, workplace experience teams, operations leaders, and executive decision-makers.
• Establish the organization as a trusted partner through consultative selling and strategic account development.
• Participate in industry associations, trade shows, networking events, and community engagement opportunities.

Solution Development

• Conduct discovery meetings to understand client goals, operational needs, employee expectations, and financial requirements.
• Develop customized workplace solutions that align with client culture, employee needs, and business objectives.
• Lead presentations, site tours, and solution demonstrations.
• Collaborate with operations, marketing, and leadership teams to create innovative customer programs.

Sales Execution

• Prepare proposals, financial models, presentations, and business cases.
• Negotiate contracts, pricing, and service agreements.
• Manage the sales process from prospecting through implementation and onboarding.
• Maintain accurate forecasting, CRM activity, and pipeline reporting.

Strategic Market Development

• Develop targeted account lists and market penetration strategies within assigned territories.
• Identify high-potential opportunities through networking, industry relationships, market intelligence, and prospecting activities.
• Build relationships with ownership groups, developers, management companies, architects, general contractors, workplace consultants, and other influencers involved in facility planning and workplace design.
• Participate in RFP opportunities and strategic bid processes when applicable.
• Maintain awareness of market developments, new construction projects, renovations, corporate relocations, and emerging workplace opportunities.

Market Intelligence

• Monitor industry trends, workplace experience innovations, consumer preferences, and competitive activity.
• Identify emerging opportunities to grow market share and expand service offerings.

Qualifications

• Five or more years of successful sales experience in Business & Industry, workplace services, Office Coffee Service (OCS), pantry programs, vending, micro markets, workplace amenities, or related industries.
• Established network of corporate decision-makers preferred.
• Proven track record of exceeding sales goals and generating profitable growth.
• Demonstrated ability to prospect, build a pipeline, and close new business in a competitive environment.
• Experience responding to RFPs and navigating complex procurement processes preferred.
• Strong presentation, negotiation, and relationship-building skills.
• Consultative sales approach with the ability to influence executive-level stakeholders.
• Self-starter with strong organizational skills and a results-driven mindset.
• Ability to travel throughout the assigned territory.

Success Profile

The ideal candidate is a highly driven sales professional with a hunter mentality and a passion for building new business. They are skilled at identifying opportunities, gaining access to key decision-makers, navigating complex sales cycles, and closing profitable business. This individual thrives in a fast-paced environment, is comfortable prospecting at all levels of an organization, and consistently delivers results through disciplined pipeline management and strategic territory development.

The successful candidate understands how to leverage coffee services, pantry programs, vending, micro markets, and workplace amenities to solve customer challenges and create value. They are relationship-focused, competitive, self-motivated, and committed to achieving aggressive growth objectives while building long-term client partnerships.