Overview

Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit.

At Dole, our culture is uniquely driven by core Values. Our commitment to these Values transforms our work into a meaningful journey toward a brighter future together. Here, you'll be part of a respectful, inclusive culture that deeply values our colleagues, customers, and global communities. We strive for excellence, empowering each other to confidently overcome challenges, continuously learn, and achieve world-class results. Guided by unwavering integrity, our actions consistently reflect our commitment to always doing what's right, fostering lasting trust and strong relationships. Through a spirit of collaboration, we cultivate positivity, generosity, and genuine teamwork, enabling collective success toward our One Dole Purpose. Our innovative spirit leads directly to meaningful outcomes and business success.

Dole Packaged Foods, the largest packaged and frozen fruit manufacturer in the USA, is seeking a highly motivated Regional Sales Manager (RSM) – West to strategically drive Foodservice business development, sales execution, and broker management across California, Arizona, Nevada, Utah, Oregon, Washington, Idaho, Montana, Alaska, and Hawaii.

This role is home office based and must be located in California or Arizona.

Responsibilities

• Lead Development of Assigned Region Business (Western USA) – Drive strategic growth initiatives and revenue expansion for the Western region.
• Own Creation & Execution of Regional Sales Plans – Develop and implement annual sales strategies, including forecasted volume growth, product distribution, and revenue targets.
• Broker Oversight & Management – Provide leadership for brokers in designated channels and regions, conducting performance reviews and strategy planning sessions.
• New Business Development – Utilize market knowledge to identify and cultivate new business opportunities through prospecting, leads, and referrals.
• Strategic Relationship Building – Develop and maintain strong relationships with key executive decision-makers at target accounts.
• Sales Process Leadership – Oversee planning and execution for new business opportunities, driving contract negotiations and long-term partnerships.
• Account & Contract Management – Ensure seamless execution of existing agreements, including renewals and customer expansion efforts.
• Leverage Industry Insights & Collaboration – Use restaurant research and market trends to work with Category Marketing, Sales Strategy, Innovation, and Revenue Growth Management (RGM) teams to create data-driven solutions.
• Competitive & Market Analysis – Maintain a thorough understanding of Dole’s portfolio, market trends, and competitor landscape.
• Account Operations Support – Manage rebates, allowances, deductions, and receivables, while supporting customer service and order fulfillment as needed.
• Other duties as assigned.

Qualifications

• 5-7 years foodservice sales experience.
• Demonstrate deep segment expertise in K12, Chain Accounts, C&U, Health Care & B&I.
• Deep knowledge of the West US and foodservice market – experience with distributors, brokers, and key industry players.
• Proven sales hunter – a proactive and driven sales professional with a track record of success.
• Understanding and demonstrated use of data management systems.
• CPG experience strongly preferred.
• Self-starter & Team Player – able to work independently while collaborating effectively with cross-functional teams.
• Strong leadership & negotiation skills – experience managing broker relationships and executing strategic sales plans.
• Strong presentation and communication skills

What You’ll Need to Succeed:

• Passionate about a purpose driven career
• Committed to fostering inclusive environments that support employee development and well-being
• Sets clear expectations, encourages innovation, and drives continuous improvement
• Models and coaches towards transparency and integrity in decision-making
• Effectively facilitates cross-team communication and teamwork

Education & Certification:

• Bachelor’s degree required.

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead.

Travel Requirements:

• Ability to travel up to 40-50%

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

FOR JOBS BASED IN CALIFORNIA:

Hiring Pay Scale: $120,000 to $145,000

Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.