Sell CORE client’s products to existing and new customers at the operator level in the assigned territory. Assist in developing sales plan targets as well as execute assigned sales targets by client. Manage all aspects of the sales process through CRM.
Responsibilities and Duties
- Territory planning and account growth: Develop and execute territory plans that align priority segments, target accounts, client objectives, sales goals, and measurable activity. Adjust priorities based on pipeline movement, customer needs, market conditions, and results.
- Operator-level selling: Spend the majority of selling time in direct operator contact by making, obtaining, and securing sales through product presentations, customer discovery, needs-based recommendations, sampling, follow-up, and closing activity on behalf of CORE clients.
- Account portfolio management: Manage a predefined list of key operator accounts as an assigned book of business, including account prioritization, call planning, relationship development, opportunity creation, follow-up discipline, pipeline movement, issue resolution, and documented account growth activity.
- Client program execution: Translate approved client and group-level programs into operator-level selling activity. Present multiple CORE client solutions during customer calls when appropriate, communicating product features, benefits, applications, operational value, and financial impact within approved claims and program guardrails.
- Pipeline, forecasting, and results: Maintain a qualified opportunity pipeline with stages, next steps, expected volume, risks, and target conversion dates. Deliver assigned sales, case-volume, distribution, conversion, and client objectives, and take timely corrective action when results are behind plan.
- CRM discipline, Power BI and business insights: Use Salesforce and designated reporting tools to manage the sales process from lead generation through conversion. Maintain timely and complete records for customer profiles, contacts, activity, opportunities, samples, commitments, competitive information, forecasts, and results.
- Market awareness and opportunity development: Monitor local market conditions, customer needs, competitive activity, and industry trends to support stronger call planning, account targeting, and client execution.
- Cross-functional execution: Collaborate with client Regional Managers, sales leadership, client teams, culinary resources, distributors, and other partners to align priorities, remove barriers, solve execution issues, and advance customer opportunities.
- Independent judgment and field execution: Prioritize accounts, plan travel, sequence opportunities, select approved selling resources, manage follow-up, and resolve routine customer issues independently while keeping leadership informed of risks, needs, and progress.
- Professional representation and resource management: Represent CORE and its clients professionally at customer meetings, food shows, vendor fairs, trainings, and industry events. Manage time, travel, Everlance, samples, sales materials, expenses, and company resources responsibly while meeting documentation, safety, attendance, and policy requirements.
Performance Expectations
- Meet or exceed assigned sales, case-volume, conversion, and client objective goals.
- Maintain a current territory plan, productive call cadence, qualified pipeline, and reliable forecast, including a minimum expected number of sales calls per week unless otherwise directed by leadership.
- Maintain consistent coverage of priority accounts, including frequent targeted contact with assigned key accounts.
- Demonstrate the ability to present multiple CORE client products within a customer presentation when appropriate.
- Maintain timely, complete, and accurate Salesforce records and communicate opportunities, risks, and support needs early.
Education and Experience
- College degree or equivalent industry experience in foodservice sales, restaurant operations, hospitality, account management, or a closely related field.
- Three to five years of sales experience preferred, with demonstrated success managing a territory, account portfolio, customer pipeline, or comparable book of business.
- Proven ability to conduct full-cycle selling, deliver needs-based product presentations, manage objections, secure customer commitments, and produce measurable sales results.
Knowledge, Skills, and Other Requirements
- Proficiency with CRM systems, Power BI, Microsoft Office, Teams, and designated selling and reporting tools.
- Ability to interpret sales reports, prioritize opportunities, manage a pipeline, and communicate a fact-based forecast.
- Working knowledge of non-commercial channel structure, including contract-managed accounts, GPOs, approved client programs, distributor requirements, Managed Order Guides (MOGs), and the approval path required before operator-level selling can occur.
- Ability to identify opportunities to add approved client items to appropriate MOGs and support account growth by helping operators understand how those products fit their menus, operations, and business needs.
- Excellent written, verbal, presentation, planning, and interpersonal communication skills.
- Experience with foodservice sales, restaurant operations, hospitality, distributors, buying groups, GPOs, contract-managed accounts, or other relevant sales environments preferred.
- Valid driver’s license and driving record that meets company requirements.
- Use the Everlance application and submit mileage and expenses by established deadlines.
Physical Demands To successfully perform the essential functions of this role, the employee must be able to meet the following physical and environmental requirements:
- Mobility & Travel: Drive extensively throughout the assigned territory, up to 250 miles per day; enter and exit a vehicle frequently throughout multi-stop routes; safely operate a motor vehicle for extended periods; and travel overnight for shows.
- Standing & Activity: Stand and remain active for extended periods, up to four-hour increments, and sustain a high level of physical activity over a full workday, typically 8–10+ hours in the field or at a food show.
- Walking & Access: Walk moderate distances within and between customer locations, approximately ¼ mile at a time from parking, and navigate restaurants, kitchens, storage areas, loading zones, stairs, and uneven surfaces.
- Lifting & Carrying: Lift, carry, and move product samples, equipment, and materials, typically up to 30–40 pounds, and frequently transport items between a vehicle and customer locations.
- Movement & Positioning: Frequently bend, kneel, crouch, reach, including overhead, and maneuver within tight or active environments. Perform repetitive lifting, carrying, reaching, and product handling.
- Manual Dexterity: Use hands and arms to handle products, prepare samples, operate tools or equipment, drive, present, and perform repetitive motions.
- Work Environment: Work in foodservice environments with exposure to heat, cold, wet or slippery floors, and confined or high-traffic spaces.
- Sample & Equipment Handling: Transport, set up, and break down product samples, client booths, and sales materials, and execute product demonstrations in active kitchen or operational environments.
- Visual Requirements: Maintain close, distance, peripheral, and depth perception needed to safely perform job duties.
This job description summarizes the position’s primary purpose and essential responsibilities. It is not all-inclusive and does not create a contract of employment. Management may assign other related duties to meet business needs. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential functions. Compensation, exemption status, and final qualifications remain subject to Human Resources review and applicable law.
CORE Foodservice is a part of Acosta Group – a collective of the industry’s most trusted retail, marketing and foodservice agencies reimagining the way people connect with brands at every point in their shopping journey.
CORE Foodservice is revolutionizing the North American foodservice industry. With over 60 offices, we are a dynamic team dedicated to navigating the evolving landscape of foodservice operations. Our mission? To seamlessly connect top-tier brands with consumers wherever they eat away from home – think ballparks, restaurants, schools and more. As the industry's premier foodservice sales agency, we drive demand, forge invaluable relationships, and accelerate growth across every dining destination.
At CORE Foodservice, we empower our employees to focus on what they love, fostering a culture where happy people drive remarkable outcomes. Our leaders are highly engaged, getting into the field and setting the example for pushing boundaries and innovation. Empowerment is our cornerstone; we believe in creating an environment where every voice is heard, and every idea valued. Join us in shaping the future of foodservice, where dedication and innovation meet opportunity.
Acosta Group is an equal opportunity employer and will ensure that applicants with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed, please contact AskHR@acosta.com. Be sure to include "Applicant Accommodation" in the subject of your email to expedite the request.
Acosta Group believes in good faith that the minimum and maximum annual salary or hourly compensation range for this opportunity is accurate and reasonable at the time of posting.
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