Territory Manager | Foodservice | Chicago

Summary

The Territory Manager (TM), Food service owns the food service account base for La Colombe in an assigned market. The role covers Business & Industry (B&I) corporate dining, healthcare systems (hospitals and academic medical centers), and College & University (C&U) non-commercial dining programs. The Territory Manager (TM), Food service is the visible face of La Colombe at the account level across this segment - selling coffee programs, cold brew, Office Coffee Service (OCS) solutions, and on-tap beverage platforms to food service directors, contract dining managers, healthcare Food & Beverage (F&B) leadership, and university food service teams.

The role partners with the National Account Manager (NAM) team on enterprise pull-through and the Regional Food service Manager on distributor and contract-dining motions in the market.

• Carry a revenue book of food service accounts in the assigned market and hit quota.
• Hunt consistently for new Business & Industry (B&I), healthcare, and College & University (C&U) accounts in the patch.
• Defend the existing book through strong account retention and proactive food service director engagement.
• Build and maintain a healthy pipeline across all stages of the sales cycle.
• Be the visible La Colombe presence at leading food service accounts across Business & Industry (B&I), healthcare, and College & University (C&U) in the market.

• Sell brewed coffee programs, cold brew on-tap, Office Coffee Service (OCS) solutions, and where applicable, on-tap beverage platforms tailored to food service settings.
• Tailor the sales call to food service buyer language - cost per serving, employee or student satisfaction, dining program economics, contract dining considerations.
• Execute account-level pull-through of national contracts and Joint Business Plans (JBPs) negotiated by the National Account Manager (NAM) team and the Regional Food service Manager.
• Build per-serving cost models, distribution economics, and Limited-Time Offer (LTO) program proposals tailored to food service operators.
• Lead product samplings at every meaningful call - brewed coffee or cold brew demonstrations as appropriate to the account.

• Build relationships with corporate Business & Industry (B&I) food service directors, hybrid dining program leads, and onsite contract dining managers.
• Develop relationships with healthcare system Food & Beverage (F&B) directors, hospital food service leadership, and academic medical center dining teams.
• Build relationships with College & University (C&U) dining services directors at self-operated programs and at programs run by contract dining partners.
• Coordinate with onsite Compass, Sodexo, Aramark, and Canteen district leadership where applicable.

• Coordinate with food service distributor Operating Companies (OPCOs) on pull-through and joint sales activity.
• Partner with distributor sales representatives on ride-alongs and joint customer calls.
• Coordinate with the Regional Food service Manager on Sales Performance Incentive Fund (SPIFF) programs and distributor incentive activations in the market.

• Coordinate with the National Account Manager (NAM) team and the Director, Compass/Sodexo/Aramark on enterprise pull-through at concessionaire-managed accounts.
• Partner with the Territory Education Manager for installation training, post-installation audits, and barista or staff training where applicable.
• Coordinate with service operations on installation, preventive maintenance, and equipment repair.
• Partner with channel marketing on co-op programs at leading food service accounts.
• Coordinate with client services on order accuracy, ticket resolution, and customer service handoffs.

• Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
• Deliver consistent pipeline updates and forecasts to the Regional Director.
• Participate in monthly regional calls, quarterly business reviews, and quarterly ride-alongs with the Regional Director.