Director, Hospitality

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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