Territory Account Manager - Commercial Foodservice (Northern VA)

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Position Summary:

Develop our Foodservice business to achieve sales and profit objectives in the Northern VA, DC, and Baltimore region.

Responsible for new account acquisition and sales pipeline development within the Commercial Foodservice Channel through direct efforts, as well as through broadline and specialty distributor relationships. This entails efficiently managing the implementation and set-up of new accounts, including coffee/espresso equipment installation, merchandising consultation, and beverage programs – as well as brand training – with operator and account teams.

The Territory Account Manager will retain and add value to existing accounts by implementing beverage programs designed to elevate the coffee experience, grow brand affinity, and increase sales.

General Job Duties:

Build strong relationships with internal and external stakeholders and execute company strategies to meet P&L objectives 

Account Development

Identify, target, and execute all aspects of the sales process to secure premium commercial foodservice customers

Coordinate and assist with the sales activity of our distributor partners to maximize ROI relative to time, revenue, and materials

Planning & Execution

Manage business unit and department processes and practices to ensure that programs align with business goals and objectives

Develop strategic and operational plans for the territory; manage execution and measure results

Analyze sales estimates, develop annual forecasts, and recommend goals to senior sales management; analyze sales performance by category, account, and distributor partners

Manage a comprehensive strategic plan to ensure product portfolio growth, new account acquisition, and minimize customer attrition

Execute financial objectives such as revenue, expense containment, and profitability through initiative-taking management of the portfolio

Existing Account Management

Develop and retain select key accounts for territory optimization

Conduct business performance reviews and purpose-driven account visits to drive incremental YOY growth and support retention with existing account base

Utilize marketplace trends, operational understanding, and consumer demands to drive adoption of new program components; consult on menu development and activate promotions

Track, monitor, and adjust selling and marketing efforts to produce desired program execution and maximize experience for operator and consumer experience

Plan and execute local marketing events and programs, such as in-market activations, local events – including demos and cuppings, with key customers

Business Development

Provide functional expertise and execute functional responsibilities

Plan and organize work, schedule sales calls, submit reports of sales activities

Negotiate agreements, develop proposals, and deliver presentations to gain commitment to the terms of contracts/agreements

Establish and develop relationships in the region to raise brand awareness and influence sales pipeline

Build long-term account value with executive level relationships within key accounts

Participate in the development of regional budgets and monitor personal performance to ensure the achievement of targeted sales goals and profit objectives

Qualifications/Skills/Knowledge Requirements:

Three – five years of branded Foodservice sales experience required

Must be highly motivated and a self-starter with demonstrated record of successes in the foodservice commercial channel

An understanding of both sales and marketing fundamentals in foodservice and CPG is required

Must have experience with selling to and through broadline foodservice distributors

Travel: 80% of activity is field-based, with limited overnight travel

Bachelor’s degree preferred

Preferred / Above & Beyond Skills Strongly Desired:

Operational foodservice sales experience required (with barista or coffee shop experience a plus)

Experience in relevant local or field marketing role

Active relationships with regional broadline distributors

Experience working with or selling to multi-unit customers

Experience in selling premium brands

Join our team – We Brew Greatness Together™

Equal Opportunity Employer: disability / veteran. All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Massimo Zanetti Beverage USA is proud to be an equal opportunity employer and we are committed to creating an inclusive workplace environment for our family of employees. MZB-USA recruits and advances qualified applicants without regard to race, ethnic or national origin, gender, sexual orientation, genetic information, age, religion, marital status, military service, veteran status, political affiliation, disability, or any other status protected by law.

MZB-USA also prohibits discrimination and harassment of any kind and is fully dedicated to the safety of its workforce.