Remote: Account Executive (Sales)

The Account Executive (AE) is responsible for driving revenue growth, expanding market presence, and strengthening distributor and operator relationships within an assigned geographic territory. This role serves as a strategic sales partner and brand advocate, representing some of the most recognized food brands in the industry. Operating with a consultative, relationship-driven approach, the Account Executive balances high-level sales strategy with hands-on execution.

This role combines strategic thinking and practical implementation, ensuring initiatives are effectively carried out in the field. Responsibilities include managing distributor relationships, influencing buyers and merchandisers, executing local market initiatives, and independently overseeing the full sales cycle from prospecting through close while maintaining accurate CRM reporting. With the support of Market Leadership the Account Executive plays a critical role in building brand awareness, increasing market demand, and delivering value for both clients and customers.

Sales Strategy & Revenue Growth
Develop and execute specific sales strategies and trimester planning to achieve revenue targets and grow market share. ‑
Create and implement trimester action plans with clear objectives, timelines, and performance metrics. Prospect, generate leads, and expand both new and existing distributor and operator accounts to build an effective sales pipeline. Distributor & Customer Relationship Management
Build, maintain, and strengthen relationships with distributor leadership, buyers, merchandisers, sales teams, and operator customers.

Collaborate with Local Leadership Organizations (LLOs), segment specialists, and internal stakeholders to maximize market impact. Assist in Managing distributor reviews and coordinating manufacturer market visits. Influence distributor decision making and align client priorities with client brand strategies to achieve shared business goals. Sales Execution & Account Support
Prepare and deliver compelling sales presentations, proposals, pricing recommendations, rebates, and promotional programs. Manage pricing agreements and negotiate marketing programs within company guidelines.

Respond to customer inquiries promptly and professionally and document interactions into CRM. Pipeline Management, CRM & Reporting
Independently manage a strong sales pipeline that follows the full sales cycle using CRM tools to ensure data integrity and workflow efficiency. Log all sales calls, activities, and account updates consistently in CRM. Provide timely and accurate reports to management, manufacturers, and internal partners.

Monitor competitive activity, industry trends, and local market conditions; Events, Training & Industry Engagement
Plan, coordinate, and execute food shows, seminars, distributor training, and customer events when applicable. Attend and actively participate in trade shows, distributor events, and strategic sales meetings. Complete all assigned training modules in full and on time.

Bachelor’s degree in business, Marketing, Hospitality, Culinary Arts, or a related field preferred; 3–5 years of experience in foodservice sales, brokerage, or distribution.
~ Restaurant operations or culinary experience strongly preferred.
~ Proven ability to grow accounts and manage a territory independently.
~ Experience working with CRM systems and Microsoft Office Suites
Strategic Sales Planning & Territory Management – Develops and executes focused territory strategies and action plans to achieve revenue targets, grow market share, and align brand priorities with market opportunities.

Consultative Selling & Influencing – Uses a relationship-driven, value-based approach to uncover customer needs, influence distributor and operator decision-makers, and secure profitable business outcomes. Distributor & Operator Relationship Management – Builds and sustains strategic, trust-based partnerships with distributor leadership, buyers, sales teams, merchandisers, and operators to drive long-term growth.

Revenue Growth & Pipeline Management – Independently manages the full sales cycle from prospecting through close, while maintaining a strong, accurate pipeline to consistently deliver results. Execution & Accountability – Translates strategy into disciplined in-market execution, ensuring accurate CRM reporting, timely follow-through, and achievement of performance commitments. PERSONAL SKILLS AND CHARACTERISTICS
High attention to detail with the ability to manage competing priorities. Creative, flexible, and solution-oriented mindset.

Proficient with Microsoft Office (Word, Excel, PowerPoint, Outlook) and CRM systems. Comfortable working independently in a field. Field-based role
. Monday through Friday, 8:00 a.m. – Some flexibility is required for early starts or late days due to food shows or sales meetings. Frequent local travel throughout assigned territory; Some overnight travel may be required for food shows or sales meeting. Ability to stand for extended periods during food shows and events. Ability to lift and transport product samples and materials up to 50 pounds.

Overnight travel may be required during peak trade show seasons. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.