Director of Foodservice Sales

Job Details

Job Location:

Engelman’s Bakery - Norcross, GA 30071

The Director of Food service Sales is responsible for accelerating Engelman’s Bakery’s growth within the hospitality, institutional, and food service channels by prospecting for and closing new business directly with independent restaurants, restaurant groups, and hospitality operators. Brokers may occasionally provide an introduction, but the majority of new business must be self-generated through this individual’s own direct prospecting. This individual will build their own pipeline, grow revenue through new direct accounts, and position Engelman’s as the preferred direct-source bakery partner for operators.

This is a road-based, customer-facing hunter role built around direct, in-person relationship building — cold calls, door-knocking, and in-person sampling with restaurant owners, chefs, and food service operators. The direct relationship between Engelman’s and the end-user operator is the foundation of this role.

This position does not have supervisory responsibilities.

• Generate a personal pipeline through direct prospecting — cold calls, in-person visits, and door-knocking — to develop and close new business with independent restaurants, restaurant groups, hospitality operators, and institutional customers (lodging, healthcare, universities, catering, and contract food service).
• Follow up promptly on any broker-introduced leads, while ensuring the majority of new accounts are self-sourced through direct prospecting.
• Lead product presentations, samplings, and negotiations directly with owners, chefs, and purchasing decision-makers to close new accounts.
• Develop and execute strategic sales plans to deliver new business and margin growth goals.
• Build Engelman’s reputation and presence as the preferred direct bread supplier among target restaurant and hospitality accounts.
• Meet or exceed a quarterly target for new direct accounts opened, tracked through consistent call, visit, and sample-drop activity in the field.

• Manage and deepen relationships directly with restaurant owners, chefs, and food service buyers to secure repeat orders and grow share within each account.
• Collaborate with culinary, marketing, and operations teams to design customized solutions for restaurant owners, chefs, hospitality customers and menu applications.
• Partner with internal operations, production, and delivery teams to ensure excellent service and on-time fulfillment for direct accounts.
• Own pricing negotiations and terms for direct accounts, balancing profitability with competitiveness in the market.

• Represent the voice of the customer internally, translating operator feedback and emerging trends (clean label, sustainability, portion control) into product and service improvements.
• Represent Engelman’s at trade shows, culinary expos, and industry events to build the brand and generate new account leads.

• Bachelor’s degree in business, Marketing, Culinary Arts, or a related field
• 5+ years of direct, outside sales experience in food service, bakery, or perishable food industries, with a track record of personally opening new accounts (bakery experience preferred).
• Proven track record of prospecting and closing new business directly with restaurant, hospitality, or institutional food service operators — not managing accounts that were handed to you.
• Comfortable with a high-activity, road-based role — cold calling, in-person visits, and sample drops are the daily rhythm of the job.
• Valid driver’s license and willingness to travel extensively within an assigned territory for daily in-person prospecting.
• Solid understanding of food service operator economics, kitchen and menu applications, and margin structures.
• Financial acumen to manage complex pricing models and profitability analysis.
• Strong communication, negotiation, and presentation skills with restaurant owners, chefs, and operators.
• Self-starter with high accountability, strategic thinking, and a results-driven mindset.

• Hunter mentality:
  Consistently prospects, cold-calls, and closes new accounts, with the majority of the pipeline…