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The Director of Hospitality Sales is responsible for driving new customer acquisition, revenue growth, and contract penetration within the Premier OMNIA hospitality portfolio. This role leads new-business development efforts, executes growth strategies, and builds strong relationships with internal teams, GPO sponsors, and hospitality customers. Success is measured by new account wins, incremental revenue growth, account penetration, and sustained contract utilization.
Flexible Work Policy: The work for the Hospitality Director position is completely remote anywhere in the United States except Hawaii or United States Territories. This position will have 40-50% travel.
Responsibilities
- Prospect, cold-call, and generating leads to recruiting new hospitality customers and drive incremental revenue growth.
- Develop and execute sales strategies to achieve growth, profitability, and contract utilization objectives within the hospitality segment.
- Create compelling, value-based sales proposals that articulate financial, operational, and programmatic benefits.
- Analyze market basket and utilization data to identify trends, variances, and growth opportunities.
- Develop, own, and manage sales funnel strategies, account targeting plans, and pipeline activity across sales teams.
- Implement, track, analyze, and report performance metrics including contract utilization, member participation, and divisional results.
- Serve as the primary liaison between internal sales, operations, local teams, and external business partners.
- Communicate and educate field sales teams on contract elements, customer objectives, industry trends, and service expectations.
- Partner with GPO sponsors and affiliates to influence strategy, unlock new opportunities, and grow contracted volume.
- Act as an internal advocate for major customer issues within assigned hospitality segments
- Execute the Quality Sales Process (QSP) and oversee new account onboarding to ensure successful transitions.
- Utilize CRM and sales tracking tools (e.g., LINC CRM) to manage pipeline activity, performance metrics, and reporting.
RELATIONSHIPS
- Internal: Frequent interaction with leadership, sales teams, operations, and local teams to drive revenue growth and customer success.
- External: Works closely with GPO sales organization, national and regional hospitality customers, and industry partners
MINIMUM QUALIFICATIONS
- Minimum 3 years of quota-carrying sales experience in hospitality, food service, or related industries.
- Proven success prospecting, opening new accounts, and closing complex, multi-location deals.
- Strong experience of selling with Group Purchasing Organizations (GPOs).
Required 40-50% of travel.
EDUCATION
- Bachelor’s degree preferred or equivalent relevant experience.
PREFERRED QUALIFICATIONS
Experience
- 7+ years of quota-carrying sales experience in hospitality, foodservice, or related industries.
- Proven success prospecting, opening new accounts, and closing complex, multi-location deals.
- Strong experience selling through or alongside Group Purchasing Organizations (GPOs).
- Background selling to hospitality and business & industry segments preferred.
- Experience navigating long sales cycles with multiple decision-makers and enterprise-level contracts.
This role will also receive annual incentive plan bonus.
Benefits for this role may include health insurance, pre-tax spending accounts, retirement benefits, paid time off, short-term and long-term disability, employee stock purchase plan, and life insurance.
To review available benefits, please click here: https://www.usfoods.com/careers/benefits.html
Compensation depends on relevant experience and/or education, specific skills, function, geographic location, and other factors as applicable by law (for example: state or local minimum wage thresholds). The expected base rate for this role is between
$100,000 - $160,000
***EOE – Race/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Age/Genetic Information/Protected Veteran/Disability Status***
