Territory Manager, Hospitality & Foodservice

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

📋 Description

• Manage a diverse account base for La Colombe within a designated market and achieve sales targets.

• Seek out new opportunities in the hospitality and foodservice sectors.

• Retain and protect the current mixed account portfolio.

• Develop and sustain a sales pipeline throughout all stages of the sales cycle.

• Represent La Colombe in hospitality and foodservice accounts in areas such as the South Bay, Orange County, and Inland Empire.

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

• Customize sales presentations to meet the needs and economic considerations of hospitality and foodservice buyers.

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

• Assess current spending, total category potential, wallet share discrepancies, and margin profiles for each account.

• Lead product tastings and demonstrations.

• Establish connections with decision-makers in hospitality properties and foodservice.

• Collaborate with Compass, Sodexo, Aramark, Canteen, management companies, and other regional leaders as necessary.

• Work in coordination with Hospitality and Foodservice National Account Manager teams.

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

• Collaborate with the Territory Education Manager for installation training, post-installation assessments, and staff training.

• Work with service operations on installation, preventive maintenance, and equipment repairs.

• Collaborate with channel marketing on cooperative programs.

• Coordinate with client services to ensure order accuracy, resolve tickets, and facilitate customer service transitions.

• Keep CRM records updated daily following meaningful customer engagements.

• Provide pipeline updates and forecasts to the Regional Director, categorized by hospitality and foodservice segments.

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

⛳️ Requirements

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

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

• Comfort when selling to hospitality buyers such as General Managers, Food & Beverage (F&B) Directors, and Beverage Managers.

• Ability to engage with foodservice buyers, including foodservice directors, contract dining managers, and healthcare Food & Beverage (F&B) leadership.

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

• Proven track record of a hunter mentality and consistent acquisition of new accounts across various types.

• Strong consultative selling abilities, including discovery, value proposition development, objection resolution, and closing techniques.

• Ability to swiftly adapt between hospitality and foodservice buyer terminology and economic considerations.

• Willingness to maintain a vigorous field presence and work in a market-oriented role.

• Proficient in Microsoft Excel and PowerPoint.

• Competent in Customer Relationship Management (CRM) systems; HubSpot or similar is required.

• Bachelor’s degree in a relevant field or equivalent experience combined with education.

• Willingness to travel over 60% 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 (certain locations)

• Monthly wellness newsletter

• 120 hours of paid time off

• 11 holidays

• Paid volunteer time off