Territory Manager – General

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Manage a revenue portfolio that encompasses hospitality and foodservice accounts within the designated market while achieving sales quotas.

• Actively seek out new accounts within both the hospitality and foodservice sectors.

• Safeguard the current portfolio through effective retention strategies across a diverse account base.

• Develop and uphold a robust sales pipeline throughout all phases of the sales process.

• Promote the complete La Colombe product range — including premium drip coffee, espresso programs, cold brew, Office Coffee Service (OCS) solutions, and on-tap beverage systems.

• Customize sales presentations to resonate with the language of hospitality or foodservice buyers.

• Implement account-specific execution of national contracts and Joint Business Plans (JBPs).

• Analyze each account's metrics — including current spending, total category potential, wallet share disparity, and margin profile.

• Lead product sampling initiatives during every significant client interaction.

• Cultivate relationships with General Managers, Food & Beverage (F&B) Directors, Beverage Managers, and Executive Chefs in hospitality properties.

• Maintain daily Customer Relationship Management (CRM) records following every significant customer engagement.

• Provide regular updates on the sales pipeline and forecasts to the Regional Director.

⛳️ Requirements

• 3-7 years of experience in sales within the Consumer Packaged Goods (CPG), foodservice, or coffee industry, specifically in a field-based capacity.

• Ability to sell effectively to both hospitality buyers (such as General Managers, Food & Beverage (F&B) Directors, and Beverage Managers) and foodservice buyers (including foodservice directors, contract dining managers, and healthcare Food & Beverage (F&B) leadership).

• Knowledge of foodservice distributor Operating Companies (OPCOs) is an advantage.

• Demonstrated hunter mentality with a history of acquiring new accounts consistently across various account types.

• Strong consultative selling abilities, including discovery, value framing, objection handling, and closing techniques.

• Capability to swiftly navigate between the different languages and economic contexts of hospitality and foodservice buyers.

• Comfortable with a significant field presence and a market-focused role.

• Proficient in Microsoft Excel and PowerPoint; experience with Customer Relationship Management (CRM) systems (HubSpot or similar) is required.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Disability coverage.

• Health savings account.

• Flexible spending accounts.

• Tuition reimbursement.

• 401k matching of 100% on up to 5% of eligible compensation.

• Assistance with fertility and childcare.

• 12 weeks of fully paid parental leave after six months of continuous employment.

• Employee assistance programs.

• Discounts on fitness programs.

• Wellness reimbursement options.

• Access to on-site gyms (at select locations).

• Monthly wellness newsletters.

• 120 hours of paid time off.

• 11 holidays observed.

• Paid volunteer time off.