Territory Manager

The Territory Manager (TM) owns a mixed-channel account base for La Colombe in an assigned market. The role covers both hospitality accounts (hotels, casinos, premium chain restaurants, premium fast casual concepts, and premium bakeries) and food service accounts (Business & Industry (B&I) corporate dining, healthcare systems, and College & University (C&U) dining programs) — typically in markets where the account mix does not warrant a dedicated channel-specialized seat.

The Territory Manager (TM) is the visible face of La Colombe across both segments in the market, selling the full portfolio of premium coffee, cold brew, Office Coffee Service (OCS) solutions, and on-tap beverage platforms. The role requires fluency with both hospitality and food service buyer mindsets — and the ability to switch between them across the same selling day.

• Carry a revenue book that spans hospitality and food service accounts in the assigned market and hit quota.
• Hunt consistently for new accounts across both hospitality (hotels, casinos, premium chain restaurants, premium fast casual, premium bakeries) and food service (Business & Industry (B&I), healthcare, College & University (C&U)) segments.
• Defend the existing book through strong retention across the mixed account base.
• Build and maintain a healthy pipeline across all stages of the sales cycle, spanning both channels.
• Be the visible La Colombe presence across leading accounts in both hospitality and food service across the market.
• Sell the full La Colombe portfolio — premium drip, espresso programs, cold brew, Office Coffee Service (OCS) solutions, and on-tap beverage platforms — adapting the pitch and the math to each account type.
• For hospitality accounts: tailor the sales call to hospitality buyer language — guest experience, service standards, brand fit, banquet and in-room programs.
• For food service accounts: tailor the sales call to food service buyer language — cost per serving, dining program economics, employee or student satisfaction.
• Execute account-level pull-through of national contracts and Joint Business Plans (JBPs) negotiated by the National Account Manager (NAM) team across both channels.
• Carry the math on every account — current spend, total category opportunity, wallet share gap, and margin profile, regardless of channel.
• Lead product samplings at every meaningful call — adapt the product and the demonstration format to the account type.

• Build relationships with hospitality property General Managers, Food & Beverage (F&B) Directors, Beverage Managers, and Executive Chefs.
• Build relationships with food service directors, contract dining managers, healthcare Food & Beverage (F&B) leadership, and College & University (C&U) dining services teams.
• Coordinate with onsite Compass, Sodexo, Aramark, and Canteen district leadership at food service accounts where applicable.
• Coordinate with management company regional Food & Beverage (F&B) leadership at hospitality accounts where applicable.

• Coordinate with both the Hospitality and Food service National Account Manager (NAM) teams on property-level and account-level pull-through.
• Partner with the Regional Food service Manager on distributor Operating Company (OPCO) pull-through at food service accounts.
• Partner with the Territory Education Manager for installation training, post-installation audits, and barista or staff training.
• Coordinate with service operations on installation, preventive maintenance, and equipment repair.
• Partner with channel marketing on co-op programs at leading accounts across both channels.
• 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 — broken out by hospitality vs. food service segment.
• Participate in monthly regional calls, quarterly business reviews, and quarterly ride-alongs with the Regional Director.

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