Territory Manager – Hospitality

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

📋 Description

• Manage a diverse account portfolio for La Colombe within the hospitality and foodservice sectors in the designated market.

• Handle a revenue target and achieve sales quotas.

• Actively seek new accounts in the hospitality and foodservice industries.

• Retain and safeguard the existing account portfolio.

• Develop and uphold a sales pipeline through all stages of the sales cycle.

• Represent La Colombe prominently in key market accounts.

• Market premium drip coffee, espresso programs, cold brew, Office Coffee Service solutions, and on-tap beverage systems.

• Tailor sales presentations, account economics, product samples, and demonstrations to the preferences of hospitality and foodservice clients.

• Implement account-level execution of national contracts and Joint Business Plans.

• Assess current spending, category opportunities, wallet share discrepancies, and margin profiles.

• Cultivate relationships with decision-makers in hospitality and foodservice.

• Collaborate with onsite foodservice operators and leadership from hospitality management companies.

• Work alongside Hospitality and Foodservice National Account Manager teams.

• Coordinate with the Regional Foodservice Manager to enhance distributor engagement.

• Partner with the Territory Education Manager for installation training, audits, and barista or staff training.

• Oversee installation, preventive maintenance, equipment repairs, order accuracy, ticket resolution, and customer service transitions.

• Collaborate with channel marketing on cooperative programs.

• Maintain CRM records on a daily basis following significant customer interactions.

• Provide pipeline updates and forecasts to the Regional Director segmented by category.

• Engage in monthly regional calls, quarterly business reviews, and quarterly ride-alongs.

⛳️ Requirements

• 3–7 years of sales experience in CPG, foodservice, or the coffee industry in a field-based role.

• Strong preference for experience in hospitality and foodservice channels.

• Proficiency in selling to both hospitality and foodservice buyers.

• Familiarity with foodservice distributor Operating Companies is advantageous.

• Demonstrated ability to acquire new accounts consistently across various account types with a hunter mentality.

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

• Capability to swiftly adapt between the language and economic considerations of hospitality and foodservice buyers.

• Comfort with a demanding field role that involves significant market presence.

• Proficient in Microsoft Excel and PowerPoint.

• Required proficiency in CRM systems, particularly HubSpot or similar platforms.

• A Bachelor's degree is mandatory; an advanced degree is a plus.

• Willingness to travel 60% or more within the assigned market.

🏝️ Benefits

• Bonus

• Equity

• Medical coverage

• Dental coverage

• Vision coverage

• Disability insurance

• Health savings account

• Flexible spending accounts

• Tuition reimbursement

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

• Fertility assistance

• Childcare assistance

• 12 weeks of parental leave at full pay after six months of continuous employment

• Employee assistance program

• Fitness discounts

• Wellness reimbursement

• On-site gym access at select locations

• 120 hours of paid time off

• 11 holidays

• Paid volunteer time off