The posting
This is a fully remote, outside sales position. However, candidates must live in the western United States territory to be considered. The Director of Foodservice Sales - Hospitality is responsible for leading Libbey's hospitality sales strategy and driving profitable revenue growth within the hospitality channel. This role is focused on developing new business opportunities, expanding key customer relationships, and increasing Libbey's market presence with hotel brands, management companies, ownership groups, procurement firms, designers, and hotel properties. The Director will develop and execute growth strategies that deliver revenue, expand market share, and strengthen customer partnerships. This leader will also oversee a team of four sales professionals, fostering a high-performance culture focused on growth, accountability, and customer success. RESPONSIBILITIES
Develop and execute sales strategies that drive revenue growth, profitability, and market share within the hospitality channel. Identify, develop, and secure new business opportunities with hotel brands, management companies, ownership groups, procurement organizations, designers, and operators. Build and maintain executive-level customer relationships that support long-term growth. Create and manage strategic account plans, sales forecasts, and opportunity pipelines. Lead, coach, and develop a team of four sales professionals to achieve business objectives. Drive accountability for sales performance, business development activities, and customer engagement across the team. Partner with team members on key customer opportunities, negotiations, presentations, and project execution. Collaborate with internal partners to secure specifications, quote opportunities, and project wins. Monitor market trends, competitive activity, and customer needs to identify growth opportunities. Support pricing strategies, product launches, promotions, and customer programs that contribute to sales growth. Represent Libbey at industry trade shows, customer events, and sales meetings. Partner cross-functionally to deliver solutions that support customer and business objectives.
REQUIREMENTS & QUALIFICATIONS
Bachelor's degree in Hospitality, Business, Marketing, or a related field preferred. 7+ years of sales experience within hospitality, foodservice, tabletop, furnishings, or related industries. Experiencing managing relationships and developing business with national hotel management groups, GPO's, etc. Proven track record of business development, revenue generation, and delivering sales growth. Experience leading and developing high-performing sales teams. Strong prospecting, forecasting, pipeline management, and strategic planning skills. Demonstrated ability to build relationships and influence decision-makers at multiple levels. Excellent communication, negotiation, and presentation skills. Strong business acumen and ability to identify and capitalize on market opportunities. Ability to travel up to 40%. Ability to work effectively with customers and business partners across Pacific Time Zone markets. Valid driver's license and acceptable driving record required.
COMPETENCIES FOR SUCCESS Libbey Behavioral Competencies
Take Control: ask for the direction and support you need to attain mastery of your objectives and ownership of your professional development. Be Engaged & Committed: lean in to learn, engage, and contribute, resulting in increased performance and personal satisfaction from your work. Be Accountable: hold yourself responsible for achieving your goals and successfully executing against the organization's initiatives. Continuous Improvement Mindset: Act with curiosity, proactively identifying and implementing changes to enhance work processes and outcomes. Consistently seek opportunities to improve efficiency, quality, and overall effectiveness. Lead & Develop: Coach, mentor and motivate team members to drive high levels of productivity and achievement. Inspire and empower others to achieve organizational goals and be innovative in a safe environment. Drive engagement by fostering open communication and collaboration. Plan & Execute: Manage work effectively, setting clear performance expectations and holding yourself and team members accountable for outcomes. Actively monitor performance, providing clear and concise feedback. Act with fairness and integrity in all situations.
Sales Functional Competencies
Account Growth & Management: Develop and execute strategic account plans for key accounts and high-potential customers by aligning Libbey's commercial priorities with customer objectives. Proactively drives growth through share expansion, profitability, and long-term partnerships, supported by disciplined planning, accountability, and execution of new and existing programs. Negotiating & Communication: Communicate Libbey's value through compelling sales stories that connect products, data, and insights to customer needs. Negotiates mutually beneficial outcomes by balancing interests, building trust, and navigating differing perspectives through preparation, active listening, and adaptability. Influences customer decisions by clearly articulating recommendations and elevating conversations beyond price and availability. Cross-Functional Partnership: Partner effectively across Sales, Sales Operations, Marketing, Customer Service, Supply Chain, and other internal teams to deliver a consistent, high-value customer experience. Aligns resources and expertise to execute account strategies, solve customer challenges, and drive coordinated outcomes while leveraging Libbey's operating rhythms to ensure alignment, accountability, and effective execution.
The base salary range for this position, in this market, is typically $120,000-150,000. In addition to base salary, this position is eligible for Libbey's sales incentive plan with a target of 25%, car allowance, mileage reimbursement, company cell phone and laptop. Libbey also offers a comprehensive healthcare benefits package, 401(k) with company matching and generous Paid Time Off.
