Territory Manager – General BOS

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Territory Ownership — Manage a revenue portfolio that includes hospitality and foodservice accounts within the designated market while achieving sales targets.

• Proactively seek out new accounts in both hospitality (hotels, casinos, premium chain restaurants, premium fast casual, premium bakeries) and foodservice (Business & Industry (B&I), healthcare, College & University (C&U)) sectors.

• Ensure retention of the existing account base through robust relationship management.

• Cultivate and sustain a healthy sales pipeline across all phases of the sales cycle in both channels.

• Represent La Colombe prominently among key accounts in both hospitality and foodservice markets.

• Mixed-Channel Sales Execution Sell the complete La Colombe portfolio — premium drip, espresso programs, cold brew, Office Coffee Service (OCS) solutions, and on-tap beverage platforms — tailoring both the approach and calculations to each account type.

• For hospitality accounts: customize sales conversations to align with hospitality buyer language — guest experience, service standards, brand compatibility, banquet and in-room programs.

• For foodservice accounts: adjust sales discussions to reflect foodservice buyer terminology — cost per serving, dining program economics, employee or student satisfaction.

• Implement account-level execution of national contracts and Joint Business Plans (JBPs) established by the National Account Manager (NAM) team across both channels.

• Analyze all accounts — current expenditures, total category potential, wallet share gaps, and margin profiles, independent of channel.

• Lead product sampling during significant meetings — modify the product and the demonstration style to suit the account type.

• Buyer Relationships — Both Channels Establish connections with hospitality property General Managers, Food & Beverage (F&B) Directors, Beverage Managers, and Executive Chefs.

• Forge relationships with foodservice directors, contract dining managers, healthcare Food & Beverage (F&B) leadership, and College & University (C&U) dining services teams.

• Collaborate with onsite Compass, Sodexo, Aramark, and Canteen district leadership at foodservice accounts as necessary.

• Work with management company regional Food & Beverage (F&B) leadership at hospitality accounts where relevant.

• Cross-Functional Partnership Collaborate with both the Hospitality and Foodservice National Account Manager (NAM) teams on property-level and account-level execution.

• Partner with the Regional Foodservice Manager for distributor Operating Company (OPCO) execution at foodservice accounts.

• Team up with the Territory Education Manager for installation training, post-installation audits, and barista or staff training sessions.

• Coordinate with service operations regarding installation, preventive maintenance, and equipment repair.

• Collaborate with channel marketing on co-op programs at leading accounts in both channels.

• Work with client services on order accuracy, ticket resolution, and customer service transitions.

• Reporting and Pipeline Discipline Maintain daily Customer Relationship Management (CRM) records following every significant customer interaction.

• Provide regular pipeline updates and forecasts to the Regional Director — differentiated by hospitality vs. foodservice segments.

• Participate in monthly regional meetings, quarterly business reviews, and quarterly ride-alongs with the Regional Director.

⛳️ Requirements

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

• Experience across both hospitality and foodservice channels is highly preferred.

• Comfort in selling to both hospitality buyers (General Managers, Food & Beverage (F&B) Directors, Beverage Managers) and foodservice buyers (foodservice directors, contract dining managers, healthcare Food & Beverage (F&B) leadership).

• Familiarity with foodservice distributor Operating Companies (OPCOs) is advantageous.

• Proven track record of consistently acquiring new accounts across various account types — a strong hunter mentality.

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

• Capability to rapidly shift between hospitality and foodservice buyer language and economic considerations.

• Comfortable with a high level of field activity and a market-based role.

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

🏝️ Benefits

• Medical, dental, and vision coverage.

• Disability insurance.

• Health savings account.

• Flexible spending accounts.

• Tuition reimbursement.

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

• Fertility and childcare assistance.

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

• Employee assistance program.

• Discounts for fitness programs.

• Wellness reimbursement.

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

• Monthly wellness newsletter.

• 120 hours of paid time off.

• 11 holidays observed.

• Paid volunteer time off.