Western United States • Regional leadership • Strategic accounts • Travel required
Build the team. Expand the market. Own the growth.
Lead RefrigiWear's Food sales strategy across the West while serving as an executive partner to high-value regional and multi-location customers.
The Opportunity
RefrigiWear, a global leader in protective apparel and equipment for extreme environments, is seeking a strategic, results-driven sales executive to accelerate growth across our Food vertical in the Western United States. This is a player-coach leadership role: you will shape regional strategy, develop a high-performing sales organization, and personally advance the customer relationships and complex opportunities that matter most.
Your focus will include food processing, cold storage, distribution, warehousing, and temperature-controlled supply chains-markets where RefrigiWear products help people work safely and perform at their best.
What You'll Own
- Regional growth strategy - Build and execute a comprehensive West Region plan aligned with company and Food vertical objectives.
- Revenue performance - Set targets, translate them into territory plans, and lead monthly, quarterly, and annual execution.
- New business development - Win customers across food processing, cold-chain, distribution, and warehousing markets.
- Enterprise expansion - Penetrate additional facilities, grow wallet share, increase reorder frequency, and expand adoption across product categories.
- Strategic account leadership - Serve as executive sponsor for priority regional and multi-location accounts, including complex negotiations and rollouts.
- Profitable growth - Guide pricing and margin strategies that strengthen competitiveness and long-term value.
How You'll Lead
- Lead, coach, and develop Regional Sales Directors across the West.
- Create a performance culture grounded in accountability, disciplined CRM usage, and accurate forecasting.
- Strengthen territory planning, strategic selling, and executive-level customer engagement across the team.
- Partner with HR to attract, retain, and develop exceptional regional sales talent.
- Align goals and incentives with the behaviors and outcomes that drive sustainable growth.
Where You'll Make an Impact
- Develop executive relationships with the region's most valuable food and cold-chain customers.
- Unlock white-space opportunities across customer networks and multi-location operations.
- Support high-stakes meetings, strategic agreements, and complex regional opportunities.
- Partner with Marketing on regional campaigns, launches, and demand generation.
- Collaborate with Product and Merchandising to align the assortment with West Region market needs.
- Work closely with Operations and Customer Service to deliver a seamless customer experience.
- Bring market intelligence to leadership, including competitive threats, industry shifts, and product opportunities.
What Success Looks Like
- Regional revenue growth and consistent target attainment
- A healthy, visible pipeline with improving win rates and deal quality
- Greater facility penetration and product adoption within enterprise accounts
- Higher customer retention and reduced churn
- Strong forecast accuracy and clear performance accountability
- A capable, engaged sales organization built to scale
What You Bring
- 8–12 years of progressive B2B sales leadership experience, including meaningful exposure to food processing, cold-chain, industrial PPE, or a related market.
- Demonstrated success leading a multi-state or regional sales organization.
- A record of exceeding revenue goals, expanding territories, and developing new business.
- Experience leading sales teams while personally managing strategic regional accounts.
- Executive presence and the ability to influence decision-makers across mid-market and enterprise organizations.
- A strong command of multi-location selling, facility penetration, CRM discipline, and forecasting.
- A data-informed approach to decisions, paired with sound commercial judgment.
- Ability to travel throughout the Western region as business needs require.
