Senior Manager, Foodservice Channel Sales

Po sition

Summary:

Calbee America is seeking a highly entrepreneurial and strategic Senior Sales Manager, Food service, to lead the development, execution, and acceleration of the company’s national Food service channel strategy. This role will be responsible for building a scalable go-to-market model that expands Calbee’s reach across Away-From-Home snacking occasions and supports a long-term channel ambition of over $30MM in annual revenue by 2030.

Representing Calbee America’s unique full portfolio of snacks, this leader will position the company as a differentiated Food service partner across both Better For You and indulgent Asian snacking platforms. The role requires a commercially sharp, relationship-oriented sales leader who can develop customers, distributors, redistributors, and broker partners while creating profitable growth across multiple Food service sub-segments.

• Develop the long-range Food service growth strategy and translate it into annual sales objectives, account plans, and measurable execution priorities.
• Identify whitespace opportunities across Food service sub-segments and recommend prioritization by revenue potential, portfolio fit, distributor readiness, and operational complexity.
• Lead strategic selling efforts with national operators, regional customers, distributor partners, redistributors, buying groups, and contract management companies.
• Champion portfolio expansion across all brands, pack formats, price points, and snacking occasions that fit Food service customer needs.
• Partner with executive leadership to report progress against revenue, distribution, broker productivity, customer acquisition, margin, and strategic channel milestones.

• Develop productive relationships with traditional Food service distributors, redistributors, broadline distributors, specialty distributors, cash-and-carry operators, and relevant buying organizations.
• Build distributor pull-through programs that convert end-user demand into sustained, profitable volume.
• Negotiate customer programs, pricing structures, promotional plans, and agreements that support profitable growth and protect long-term brand value.
• Design, build, and manage a national Food service broker representation structure to provide market coverage across priority geographies and customer segments.
• Recruit, onboard, train, and hold broker partners accountable to customer development plans, product education, sales targets, sampling priorities, lead generation, and execution standards.
• Equip broker and distributor sales teams with clear selling stories, product training, customer-ready materials, and segment-specific value propositions for Calbee’s Better For You and Asian snack portfolios.

• Own Food service sales planning, forecasts, customer pipelines, revenue projections, and trade investment recommendations.
• Analyze customer performance, portfolio mix, distribution progress, margin impact, and market trends to guide channel decisions.
• Conduct regular business reviews with internal stakeholders, brokers, distributors, and strategic customers.
• Partner cross-functionally with Finance, Supply Chain, Marketing, Innovation, Customer Service, and Operations to support account onboarding, forecasting, commercialization, and customer service excellence.
• Translate customer and segment insights into product, pack, channel, and go-to-market recommendations.

• Education:
  
  K-12 Schools Targets:
  Districts/Public, Private/Charter Schools, nutrition programs, co-ops, athletics/concessions.
• Education:
  
  College & University Targets:
  Campus and related retail grab-go markets, vending.
• T…