SUMMARY
The Regional Account Executive plays a pivotal role in accelerating Unity’s growth by deepening Distributor partnerships, increasing Operator participation, and driving purchasing optimization across assigned territories. This position combines strategic relationship management, field sales leadership, and business development. The ideal candidate is a self-starter who thrives in a collaborative, fast-paced environment and is passionate about helping partners succeed.
ESSENTIAL FUNCTIONS
Distributor Partnership Development
- Manage and grow relationships with 20–30 Distributor accounts in the assigned region.
- Develop and execute joint business plans with Distributor sales teams to drive mutual growth.
- Conduct quarterly business reviews to align on performance metrics and new opportunities.
Operator Acquisition & Engagement
- Convert Distributor customers into active Unity GPO Members through consultative selling and education.
- Lead presentations, onboarding sessions, and product introductions for Operators.
- Manage the enrollment and activation process to ensure a seamless customer experience.
Purchasing Optimization & Revenue Growth
- Analyze purchasing data to identify growth opportunities and recommend contract adoption strategies.
- Partner with Suppliers to increase compliance, utilization, and rebate performance.
- Execute promotional and incentive campaigns that expand share-of-wallet and category penetration.
Strategic Market Expansion
- Identify and pursue growth opportunities within healthcare, education, lodging, and multi-unit foodservice segments.
- Represent Unity at trade shows, Distributor sales meetings, and industry events.
- Provide market insights to leadership to guide supplier strategy and category development.
Performance Metrics
- Add 200+ new Operators per year
- Achieve 5%+ annual growth in purchasing volume from existing Operators
- Drive 10%+ territory revenue growth annually
- Maintain 80%+ engagement across assigned Distributor partners
- Contribute to new Distributor-Member acquisition and retention
SUPERVISION GIVEN AND RECEIVED
- The Regional Account Executive will be a member of the Unity team and report into the Director of Sales and Marketing.
INTERNAL/EXTERNAL CONTACTS
- Primary internal contact with UniPro Senior Management, Category Management, Member Development, Marketing, Meetings and Events Finance, and National Distribution Alliance. Other internal interaction as needed.
- External contacts with UniPro Members, Suppliers, Operators and Third-Party Source and Data Providers.
OTHER FUNCTIONS
- Will be required to attend key UniPro Conferences and events, Supplier and Member meetings, Trade Shows, Industry Events, etc. as a spokesperson for Unity Advantage Group the program, and UniPro.
- Other projects and responsibilities as assigned by the Director of Sales and Marketing and Managing Director of Unity.
JOB REQUIREMENTS & QUALIFICATIONS
- Bachelor’s degree in business, Marketing, or a related field (preferred) or equivalent work experience
- 5+ years of experience in foodservice distribution, GPO sales, or related industry
- Demonstrated success in B2B sales, account management, or partner development
- Strong business acumen with the ability to analyze data and translate insights into action
- Excellent communication, presentation, and negotiation skills
- Self-motivated with a proven ability to work independently and collaboratively
- Willingness to travel up to 50% within assigned region