Job Summary
Chumart is seeking an experienced, highly connected, and strategic Director of Channel Sales to lead the development of our dealer, distributor, reseller, and manufacturer representative network across the United States.
Backed by more than 5 million square feet of manufacturing facilities in China, Chumart has substantial manufacturing capacity, product-development resources, supply-chain capabilities, and the ability to support long-term growth in the U.S. commercial foodservice equipment market.
Since launching our U.S. operations approximately two years ago, we have established our own local inventory, showroom and retail presence, e-commerce channels, sales operations, and after-sales support capabilities. We have also developed our own commercial equipment brands covering key product categories, including:
- Commercial refrigeration
- Commercial cooking equipment
- Food preparation equipment
- Stainless steel restaurant equipment
- Other essential commercial foodservice equipment
We are now entering the next stage of our U.S. expansion and are looking for an accomplished industry professional to build and strengthen our nationwide distribution network.
The ideal candidate has deep experience in the commercial foodservice equipment industry, strong existing relationships with dealers and distributors, and a proven ability to convert industry connections into long-term, profitable channel partnerships.
This is not a traditional territory-maintenance role. This is a high-impact leadership opportunity to help build a national distribution platform for a manufacturer-backed brand with significant resources, competitive products, flexible product-development capabilities, and substantial long-term growth potential.
The Director of Channel Sales will report directly to executive leadership and will have meaningful influence over dealer strategy, pricing programs, product positioning, territory development, sales-team expansion, and the future direction of Chumart’s U.S. business.
Duties
- Develop and execute a comprehensive national channel sales strategy aligned with Chumart’s long-term U.S. growth objectives.
- Identify, recruit, onboard, and develop qualified restaurant equipment dealers, distributors, resellers, kitchen equipment contractors, buying groups, and manufacturer representative organizations.
- Build strong, long-term relationships with regional and national channel partners through regular communication, dealer visits, product presentations, negotiations, training, and account-development initiatives.
- Introduce and position Chumart’s commercial refrigeration, commercial cooking, food preparation, stainless steel, and related equipment brands within the U.S. foodservice equipment market.
- Develop dealer programs, distributor agreements, pricing structures, discount levels, rebate programs, sales incentives, territory strategies, annual volume targets, and channel policies.
- Establish a clear strategy for balancing direct sales, e-commerce sales, dealer sales, distributor relationships, and manufacturer representative partnerships.
- Identify new geographic markets, underserved dealer territories, product opportunities, and strategic partnerships throughout the United States.
- Develop new business while expanding sales through existing industry relationships and newly recruited channel partners.
- Negotiate dealer agreements, distributor programs, regional partnerships, buying-group arrangements, and other strategic commercial agreements.
- Work directly with executive leadership to shape product strategy, pricing, inventory planning, warranty programs, freight policies, competitive positioning, and national distribution priorities.
- Provide market feedback on product specifications, certifications, pricing, warranty expectations, dealer margins, competitive products, and customer demand.
- Monitor major competitors, industry pricing, dealer activity, market trends, new product categories, and changes within the commercial foodservice equipment industry.
- Attend industry trade shows, dealer meetings, buying-group events, customer visits, manufacturer representative meetings, and other relevant industry functions.
- Collaborate with marketing, product development, operations, inventory, logistics, customer service, and after-sales teams to provide effective support to channel partners.
- Create sales forecasts, maintain an accurate opportunity pipeline, track dealer performance, and provide regular reporting on channel development, partner activity, revenue growth, and market expansion.
- Develop dealer training materials, product presentations, sales tools, competitive comparisons, and programs that help channel partners sell Chumart products effectively.
- Recruit, develop, and manage regional sales representatives, channel sales professionals, or independent manufacturer representative groups as the business expands.
- Establish performance expectations and accountability standards for internal sales employees and external representative organizations.
- Help build Chumart and its brands into recognized, trusted, and competitive names within the U.S. commercial foodservice equipment industry.
Qualifications
- Minimum of 8 years of in-depth experience in the commercial foodservice equipment industry.
- Proven experience with commercial refrigeration, commercial cooking equipment, food preparation equipment, stainless steel restaurant equipment, or closely related product categories.
- Strong existing relationships with restaurant equipment dealers, distributors, resellers, kitchen equipment contractors, buying groups, or manufacturer representatives.
- Demonstrated success developing, managing, or expanding dealer and distributor networks.
- Proven track record of generating measurable channel sales growth and meeting or exceeding revenue targets.
- Deep understanding of the U.S. commercial foodservice equipment market, including manufacturers, dealer networks, distribution structures, regional markets, and major industry participants.
- Strong knowledge of dealer pricing, distributor margins, MAP policies, rebates, freight programs, warranties, territories, volume incentives, and channel conflict management.
- Experience working for or closely with a recognized commercial foodservice equipment manufacturer, distributor, dealer organization, or manufacturer representative group is strongly preferred.
- Experience developing multi-state, regional, or national sales territories is strongly preferred.
- Ability to independently create and execute a channel-development strategy rather than relying on an established dealer network provided by the company.
- Strong business development, account management, negotiation, presentation, and executive-level communication skills.
- Ability to establish credibility with experienced restaurant equipment dealers, distributors, contractors, and industry executives.
- Strong commercial judgment and the ability to evaluate pricing, margins, dealer opportunities, product-market fit, and long-term account potential.
- Ability to translate dealer and customer feedback into effective product, pricing, inventory, and sales strategies.
- Experience managing channel sales teams, regional sales representatives, or manufacturer representative organizations is preferred.
- Strong analytical and organizational skills, with the ability to manage forecasts, pipelines, partner performance, and annual sales plans.
- Comfortable working directly with ownership and executive leadership in an entrepreneurial and rapidly growing organization.
- Willingness and ability to travel frequently throughout the United States.
- Bachelor’s degree in business, marketing, sales, or a related field is preferred, but substantial relevant industry experience may be considered in place of formal education.
Preferred Industry Background
We are especially interested in candidates who have worked for or closely with:
- Commercial refrigeration manufacturers
- Commercial cooking equipment manufacturers
- Restaurant equipment manufacturers
- National or regional foodservice equipment distributors
- Restaurant equipment dealer networks
- Kitchen equipment contractors
- Foodservice equipment buying groups
- Independent manufacturer representative organizations
- Established commercial foodservice equipment brands
Candidates with direct experience selling through dealers and distributors, developing new territories, launching new equipment brands, or building manufacturer representative networks will receive strong consideration.
Why Join ChumartBuild a National Channel, Not Just Maintain a Territory
This role offers the opportunity to create and lead a national dealer and distributor strategy rather than simply inherit an established sales territory.
Substantial Manufacturing Support
Chumart is backed by more than 5 million square feet of manufacturing facilities, providing significant production capacity, product-development resources, and supply-chain support.
Broad Product Portfolio
Our growing product offering covers multiple essential commercial foodservice equipment categories, creating opportunities for dealers to purchase across refrigeration, cooking, food preparation, and stainless steel product lines.
Direct Access to Executive Leadership
The Director of Channel Sales will work directly with senior leadership and have significant input into pricing, dealer programs, product development, market positioning, inventory strategy, and future sales-team expansion.
Entrepreneurial Opportunity with Real Resources
Chumart combines the flexibility and growth potential of an emerging U.S. brand with the manufacturing capabilities and resources of a large-scale production organization.
Strong Earning Potential
Our compensation structure is designed to reward channel development, dealer recruitment, revenue growth, profitability, and long-term partner performance.
Long-Term Leadership Potential
As Chumart’s dealer network and U.S. sales organization expand, the successful candidate will have the opportunity to take on broader executive responsibilities and build a national channel sales team.
Position Details
- Position: Director of Channel Sales
- Industry: Commercial Foodservice Equipment
- Job Type: Full-time
- Work Arrangement: Remote or hybrid
- Company Headquarters: City of Industry, California
- Travel Requirement: Frequent nationwide travel
- Compensation: $150,000–$300,000 per year
- Compensation Structure: Base salary, commission, and performance-based incentives
- Reports To: Executive Leadership
Application Questions
Applicants may be asked to answer the following questions:
- How many years of experience do you have in the commercial foodservice equipment industry?
- Which commercial foodservice equipment manufacturers, distributors, dealers, or representative organizations have you worked with?
- Which product categories are you most experienced with: commercial refrigeration, commercial cooking equipment, food preparation equipment, stainless steel equipment, or other restaurant equipment?
- Please describe your experience developing or managing dealer and distributor networks.
- What geographic territories have you managed?
- Do you currently have established relationships with restaurant equipment dealers, distributors, buying groups, kitchen equipment contractors, or manufacturer representatives?
- Please provide an example of a new territory, dealer network, or channel program you successfully developed.
- Are you willing and able to travel frequently throughout the United States?
Closing Statement
Join Chumart as our Director of Channel Sales and play a central role in building the next nationally recognized commercial foodservice equipment brand in the United States.
This opportunity is designed for an experienced industry leader who understands the market, knows the dealer community, and wants the opportunity to build something substantial with the support of large-scale manufacturing, an expanding product portfolio, and a company committed to long-term U.S. growth.
Pay: $150,000.00 - $300,000.00 per year
Benefits:
Experience:
- Food service equipment: 8 years (Required)
Work Location: Hybrid remote in City of Industry, CA 91748
