Sales Development Representative

The Associate, Growth Merchant Lead (AGML) is a field-based sales role focused on expanding Client's presence in emerging and underserved markets. This position is responsible for identifying, prospecting, and signing new restaurant partners by demonstrating the value of Client's platform and negotiating partnership agreements. The role requires extensive travel, face-to-face sales interactions, and the ability to manage a high-volume, transactional sales cycle.

Working closely with a Regional Sales Manager, the AGML will leverage sales tools, market intelligence, and partnership resources to drive business growth and increase Client's restaurant network across assigned territories.

• Prospect, identify, and engage independent and regional restaurant owners within assigned territories.
• Conduct in-person sales meetings to present Client's value proposition and partnership opportunities.
• Build and maintain a strong pipeline of prospective restaurant partners.
• Negotiate partnership terms, including revenue-sharing agreements.
• Manage the full sales cycle from lead generation through contract execution.
• Consistently achieve or exceed new business acquisition targets.

• Travel to emerging and rural markets to establish and grow Client's local presence.
• Research market opportunities and identify high-potential restaurant partners.
• Develop territory plans and sales strategies to maximize market penetration.
• Collaborate with regional leadership to prioritize growth opportunities.

• Build trust and rapport with restaurant owners and decision-makers.
• Address objections and concerns while demonstrating the benefits of Client's platform.
• Ensure a smooth onboarding experience for newly signed merchants.
• Serve as a local market representative and brand ambassador.

• Track sales activities, opportunities, and outcomes using CRM systems and sales tools.
• Maintain accurate records of customer interactions and pipeline activity.
• Analyze territory performance and identify opportunities for improvement.
• Provide regular updates to management regarding sales progress and market conditions.

• Travel is a core component of this role, accounting for at least 50% of working time.
• Most travel will occur within a two-hour radius of the assigned market.
• Position may require:
• Extended driving days (6–7 hours)
• Occasional air travel
• All approved travel expenses are covered by the company.
• Travel activity will be monitored to ensure compliance with company policies.

• 2.5+ years of sales experience in a closing role or similar business development position.
• Proven ability to meet or exceed sales goals and performance metrics.
• Strong negotiation and relationship-building skills.
• Ability to work independently in a field sales environment.
• Comfortable with extensive travel and face-to-face customer engagement.
• Strong organizational, communication, and time-management abilities.
• Entrepreneurial mindset with the ability to create and execute territory growth strategies.

• Experience selling to small and medium-sized businesses (SMBs).
• Restaurant, food service, hospitality, or food-and-beverage sales experience.
• Experience in outside sales, territory management, or merchant acquisition.
• Familiarity with transactional sales environments where deals are closed quickly.
• Background working with local business owners and community-based organizations.

Russell Tobin offers eligible employee’s comprehensive healthcare coverage (medical, dental, and vision plans), supplemental coverage (accident insurance, critical illness insurance and hospital indemnity), 401(k)-retirement savings, life & disability insurance, an employee assistance program, legal support, auto, home insurance, pet insurance and employee discounts with preferred vendors.