Market Development Representative

The Market Development Representative exists to grow the DSD business by opening accounts that do not exist today. This is a hunting role, deliberately distinct from our Route Sales Representative position: the Market Development Representative does not run a fixed route, does not deliver product, and is not measured on same-store volume.

Success in this role means new operators signed, new equipment placed, and distributor partners actively selling Sunny Sky brands in territory. The Market Development Representative works ahead of the route network — identifying opportunity, closing the account, coordinating equipment installation and initial training, and then transitioning the account to ongoing service so the next opportunity can be pursued.

• Identify and qualify new account opportunities across convenience, food service, entertainment, education, and chain segments within the assigned territory.
• Conduct discovery, product demonstrations, and tastings; build and present proposals covering product, equipment, pricing, and program support.
• Negotiate and close new business consistent with Sunny Sky pricing, margin, and program guidelines.
• Pipeline discipline. Maintain an accurate, current opportunity pipeline in the company CRM, including stage, expected volume, and close timing.

• Recommend and place dispensed beverage equipment appropriate to the account's volume, footprint, and product mix, within approved authority limits.
• Installation coordination. Coordinate installation scheduling with the Equipment Service organization and confirm the account is operational and producing to standard.
• Operator training. Train account staff on product preparation, equipment operation, daily cleaning, and quality standards at launch.
• Merchandising launch. Ensure point-of-sale materials, menu presence, and initial merchandising are executed at opening.
• Build and maintain working relationships with distributor sales organizations in the territory.
• Conduct product training, sales blitzes, and ride-alongs with distributor representatives to build Sunny Sky selling capability.
• Represent Sunny Sky at distributor food shows, trade shows, and customer events.

• Territory planning. Develop and maintain a territory plan identifying priority segments, target accounts, and coverage cadence.
• Transition newly opened accounts to the appropriate route or service resource according to the established handoff standard, with complete account documentation.
• Market intelligence. Report competitive activity, pricing pressure, product gaps, and emerging segment trends to regional sales leadership.

• Submit call reports, pipeline updates, expense reports, and sample usage on the required cadence.
• Budget stewardship. Manage assigned travel, entertainment, and sample budgets within approved limits.
• Operate consistently with Sunny Sky policy, food safety and quality standards, and all applicable federal, state, and local requirements.

• New accounts opened. Achievement of the assigned new account target for the territory.
• Equipment placements. Achievement of the assigned equipment placement target, with installations completed and operating.
• Revenue from new business. Annualized revenue generated from accounts opened during the period.
• Account survival. Percentage of accounts opened that remain active and producing at the twelve-month mark.
• Distributor activity. Number of distributor training sessions, ride-alongs, and shows completed in territory.
• Pipeline health. Maintenance of a qualified pipeline sufficient to cover forward-quarter targets.

• Three or more years of…