Territory Sales Manager, OH & MI

The Territory Sales Manager is responsible for driving sales growth across Libbey's I-75 Corridor territory, serving customers throughout Ohio and Michigan within the foodservice channel. This role focuses on developing new business opportunities, growing existing customer relationships, and expanding Libbey's presence across key end-user segments, including independent restaurants, chains, hospitality, healthcare, and colleges and universities.

As the primary owner of day-to-day end-user relationships within the territory, the Territory Sales Manager will work closely with distributor partners, operators, and key decision-makers to identify opportunities, deliver customer-focused solutions, and achieve territory sales objectives. The ideal candidate is a highly motivated sales professional who thrives in a fast-paced environment, builds strong relationships, and is passionate about helping customers succeed.

Based in Toledo, Ohio, this role offers the unique opportunity to operate in close proximity to Libbey's Global Headquarters, providing enhanced visibility across the organization and regular collaboration with cross-functional partners. The I-75 Corridor territory represents a strategically important market with a diverse customer base, strong distributor presence, and significant opportunity for growth. Success in this role requires strong sales execution, effective territory planning, and the ability to build credibility with customers across a broad and dynamic region.

RESPONSIBILITIES

• Develop and execute an annual territory sales plan to achieve and exceed sales targets.
• Identify, qualify, and convert new business opportunities within the territory.
• Maintain and grow existing customer relationships through proactive account management and consultative selling.
• Build strong relationships with operators, chefs, purchasing leaders, and other key decision-makers at the end-user level.
• Collaborate with distributor partners and sales representatives to support customer growth and expand market opportunities.
• Actively manage and maintain a healthy sales pipeline using CRM and other sales planning tools.
• Develop customer business plans and growth opportunities aligned with Libbey's objectives and customer needs.
• Execute sales and marketing initiatives, including promotions, product introductions, merchandising programs, and customer events.
• Provide customers with product training and education on Libbey's portfolio and value-added solutions.
• Gather and communicate customer insights, competitive activity, market trends, and growth opportunities to internal stakeholders.
• Partner with Customer Service, Marketing, Product Development, and other cross-functional teams to deliver a superior customer experience.
• Proactively address customer concerns and help resolve service-, product-, and shipping-related issues.
• Provide accurate sales forecasts and updates based on customer activity, pipeline opportunities, and business plans.
• Represent Libbey at industry events, trade shows, customer meetings, and company sales meetings.
• Maintain a high level of territory organization, customer contact activity, and follow-through to drive results.

REQUIREMENTS & QUALIFICATIONS

• Bachelor's degree preferred or equivalent related experience.
• 3-5 years of successful direct sales experience in the foodservice, hospitality, or related industry preferred.
• Proven ability to develop new business and grow existing customer relationships.
• Experience with territory planning, forecasting, and pipeline management.
• Strong presentation, communication, and relationship-building skills.
• Demonstrated ability to influence and negotiate with customers and business partners.
• Self-motivated with strong organizational and time management skills.
• Experience utilizing CRM and sales planning tools.
• Valid driver's license and clean driving record required.
• Ability to travel up to 25%.
• Must be based in or willing to relocate to the Toledo, Ohio area, with regular travel throughout the Ohio and Michigan territory.

BEHAVIORAL COMPETENCIES FOR SUCCESS

• 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. 

SALES COMPETENCIES FOR SUCCESS

• Customer & Market Understanding: Demonstrate the willingness to know, understand and efficiently manage your territory, allowing for business growth within that footprint. Must be willing to deviate to routes less traveled to hunt and find new business.
• Prioritization & Agility: Ability to pivot at moment’s notice due to the nature of the business. Effectively manage multiple priorities, while maintaining normal day-to-day business needs.  
• Cross-Functional Partnership: Engage effectively through Libbey’s internal customers and departments. Team Libbey can help you achieve your objectives; you cannot do it alone.