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The role involves selling products to distributors and operators while managing the entire sales process through CRM. Responsibilities include building distributor relationships, executing sales plans, and monitoring inventory and competitive activity.
Responsibilities and Duties
Distributor leadership and planning: Build trusted relationships with distributor sales leadership and field teams. Develop distributor-specific plans for priority clients, launches, penetration, conversions, inventory risks, marketing, retention, and lost customer recovery.
Priority operator and field execution: Identify and develop leading independent operator opportunities. Activate Distributor Sales Representatives through sell-withs, product knowledge, opportunity planning, and prompt lead follow-up. Use CORE’s Seven Step sales process to drive trial, conversion, and repeat purchase.
Client program and inventory execution: Translate approved client programs into distributor and operator activity within pricing, contractual, compliance, and program guidelines. Monitor stock status, new-item placement, slow-moving items, usage changes, competitive activity, and execution risks; escalate material issues promptly.
Pipeline, forecasting, and insights: Maintain accurate Salesforce records and a qualified pipeline with ownership, next steps, expected volume, risks, and target dates. Use Salesforce, Power BI, distributor reporting, and market data to improve targeting, forecasts, and business reviews.
Meetings, shows, and communication: Plan and support distributor meetings, trainings, client visits, vendor fairs, and food shows with clear objectives, lead ownership, and follow-up. Communicate successes, challenges, market intelligence, roadblocks, and support needs to the Market Director, clients, and internal partners.
Independent judgment and resources: Prioritize opportunities consistent with CORE’s Platinum Partner strategy. Plan travel and field activities; manage samples, materials, expenses, Everlance, and company resources responsibly; and resolve routine issues within approved guidelines.
Performance Expectations
Meet or exceed assigned distributor, client, case-volume, distribution, conversion, penetration, and operator-development objectives.
Maintain current distributor plans, priority-operator profiles, productive field activity, accurate CRM records, a qualified pipeline, and a reliable forecast.
Demonstrate measurable progress in launches, line penetration, conversions, repeat purchase, retention, and distributor engagement.
Prepare effectively for meetings, shows, and client visits; assign lead ownership; follow through on commitments; and communicate risks and support needs early.
Education and Experience
College degree or equivalent relevant experience in foodservice sales, distribution, restaurant operations, hospitality, or account management.
Three or more years of experience managing a sales territory, distributor relationship, account portfolio, or comparable book of business preferred.
Demonstrated success influencing distributor teams and producing measurable results through launches, penetration, conversions, and full-cycle selling.
Disclaimer: This job description is not intended to be all-inclusive. This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. Employee may perform other related duties as negotiated to meet the ongoing needs of the company.
Knowledge, Skills, and Other Requirements
To perform the job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Working knowledge of foodservice distribution, operator segments, client programs, buying groups, GPOs, and contract-managed accounts.
Ability to translate client objectives into distributor plans, influence without direct authority, interpret sales and stock-status data, prioritize opportunities, and communicate a fact-based forecast.
Proficiency with Salesforce, Power BI, Microsoft Office, Teams, CRM systems, and designated selling and reporting tools.
Excellent communication, presentation, planning, facilitation, organization, responsiveness, and follow-through.
Ability to prepare and lead distributor meetings, product training, client visits, food shows, and opportunity follow-up.
Valid driver’s license and driving record that meets company requirements; ability to travel and stay overnight as business needs require; timely use of Everlance for mileage and expenses.
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 & Setup: Lift, carry, transport, set up, and break down product samples, equipment, client booths, and sales materials, typically up to 30–40 pounds, between a vehicle and customer or event locations.
Movement & Positioning: Frequently bend, kneel, crouch, reach, including overhead, and maneuver within tight or active environments while handling products and materials.
Manual Dexterity: Use hands and arms to handle products, prepare samples, operate tools or equipment, drive, and present.
Work Environment: Work in foodservice environments with exposure to heat, cold, wet or slippery floors, and confined or high-traffic spaces.
Visual Requirements: Maintain close, distance, peripheral, and depth perception needed to safely perform job duties.
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