Channel Director, Foodservice Equipment & Supplies
(Head of Channel Sales, U.S.) • Remote, United States • 40–60% Travel
$150,000–$220,000 base | Target OTE $230,000–$440,000
A growing commercial foodservice equipment and smallwares importer is building its U.S. business from the ground up. U.S. logistics, e-commerce, and multi-unit project experience are already in place. Our client is looking for someone who can build the business by working with dealers, pricing, and a national rep network. This is hands-on new business development, not mature-account maintenance.
Scope of Role
• Launch the U.S. authorized dealer program — dealer net and stocking pricing, project pricing, opening-order policy, rebates, territory protection, and MAP enforcement.
• Recruit and activate regional E&S dealers across CA/NV, NY/NJ/CT, TX, FL/Southeast, and the Midwest/Great Lakes.
• Sign, train, and manage manufacturer rep groups — line strategy, samples, commissions, and project registration.
• Partner with U.S. and overseas-based product teams on channel readiness — NSF/ETL/Energy Star, spec sheets, parts, warranty, DOA, and LTL damage workflows.
• Own the channel P&L metrics: sell-in, gross margin, collections, returns, warranty cost, and verified dealer sell-through.
WHAT YOU BRING
• 10–15 years in U.S. foodservice equipment & supplies, restaurant equipment, smallwares, or adjacent B2B distribution.
• Proven dealer-program build and rep-group management — ideally for a value-tier, imported, challenger, or early-stage brand.
• Command of dealer net pricing, MAP, price books, project quotes, stocking programs, and rebates — plus the operating side: parts, warranty, DOA, LTL claims, NSF/ETL/Energy Star.
• Credibility with dealer owners, category managers, and rep principals, backed by a real relationship network.
• Effective across U.S. and China-based teams; comfortable building infrastructure rather than waiting for it.
LOCATION & TRAVEL
Remote within the United States. Preferred hubs: Southern California/Las Vegas, Texas, New York/New Jersey, Chicago, or another dealer-dense foodservice market. Travel 40–60% for dealer visits, rep training, projects, and trade shows. Reports to senior U.S./group leadership.
COMPENSATION
$150,000–$220,000 base salary depending on level and scope, plus performance-based incentive of $80,000–$220,000 at target — a target OTE of $230,000–$440,000. Long-term or profit-linked upside is available for an exceptional candidate. Incentives are weighted to net new channel revenue, gross profit, and channel-building milestones. A consulting-to-full-time structure may be considered.
DJ Amborski is the American Recruiters expert leading this search. Please upload your resume today!
DJ Amborski
American Recruiters
DJamborski@ariteam.com
To search all American Recruiters jobs, visit: https://www.americanrecruiters.com/job-search/
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