Strategic Account Manager - Foodservice

Foodservice Territory Development & Business Growth

Position Summary

The Strategic Account Manager (SAM) serves as the primary business development and relationship manager for an assigned sales territory. The SAM is responsible for developing long-term customer relationships, growing territory revenue and profitability, identifying new business opportunities, and supporting strategic customer growth initiatives.

This position is not designed around transactional order taking. The Strategic Account Manager is expected to operate as a consultative business partner who actively develops customer relationships, expands product penetration, utilizes technology and data tools effectively, and manages their territory with a long-term growth mindset.

The ideal candidate combines strong relationship-building skills with strategic thinking, business development ability, operational awareness, and comfort utilizing modern sales technology and automation tools.

Compensation

• Base Salary + Commission + Incentive Opportunities

Department

Sales & Marketing
Reports To: Sales Director

Core Objectives

• Develop and grow assigned territory revenue and profitability
  • Expand penetration within existing customer accounts
  • Prospect and onboard new business opportunities
  • Build long-term customer relationships
  • Utilize technology and automation tools to improve customer efficiency
  • Support strategic product category growth
  • Improve territory productivity and operational efficiency
  • Operate with strong pricing discipline and business accountability
  • Function as a strategic business partner to customers

Key Responsibilities – Territory Development

• Develop and execute territory growth plans aligned with company objectives.
  • Identify new account opportunities and actively prospect within assigned market areas.
  • Grow market share within existing customer accounts through product expansion and relationship development.
  • Maintain awareness of competitive activity, market conditions, and customer trends within assigned territory.
  • Build long-term relationships with key customer decision makers.

Key Responsibilities – Strategic Account Management

• Conduct customer visits with strategic growth objectives and business development focus.
  • Analyze customer purchasing patterns and identify opportunities for increased product penetration.
  • Recommend products, programs, and operational solutions that support customer success.
  • Support customer retention through proactive relationship management and responsive communication.
  • Assist customers with menu development, product recommendations, operational efficiencies, and business solutions where appropriate.

Key Responsibilities – Technology & Operational Efficiency

• Utilize CRM systems, reporting tools, ordering platforms, and company technology resources effectively.
  • Leverage customer ordering technology and automation tools to improve efficiency and reduce transactional administrative workload.
  • Utilize customer and territory data to identify growth opportunities and improve territory performance.
  • Maintain accurate customer records, activity notes, and opportunity tracking within company systems.
  • Support company initiatives related to automation, operational efficiency, and technology adoption.

Key Responsibilities – Financial & Business Accountability

• Manage territory performance against sales growth and profitability expectations.
  • Maintain responsible pricing discipline and support company margin objectives.
  • Support healthy accounts receivable management and customer payment accountability.
  • Monitor account performance and identify opportunities to improve territory productivity and profitability.
  • Utilize company reporting tools to review territory performance metrics and growth opportunities.

Professional Development & Collaboration

• Participate in ongoing sales training, product education, and company development initiatives.
  • Attend sales meetings, company events, customer functions, and industry activities as required.
  • Collaborate with operations, purchasing, customer service, and leadership teams to support customer success and territory growth.
  • Contribute ideas and feedback regarding market opportunities, operational improvements, and customer needs.

Skills & Qualifications – Required Skills

• Strong relationship-building and communication skills
  • Self-motivated and capable of working independently
  • Strong organizational and territory management skills
  • Professional verbal, written, and electronic communication ability
  • Ability to think strategically and identify growth opportunities
  • Comfortable utilizing technology, CRM systems, reporting tools, and ordering platforms
  • Ability to manage customer relationships while maintaining business accountability
  • Strong problem-solving and consultative sales skills

Skills & Qualifications – Preferred Qualifications

• Previous outside sales or account management experience
  • Foodservice industry experience preferred
  • Experience with territory development or business development
  • Experience utilizing CRM or sales technology platforms
  • Proficiency with Microsoft Office and business software platforms
  • Associate’s or Bachelor’s Degree preferred but not required

Travel & Territory Expectations

The Strategic Account Manager is expected to actively manage an assigned territory through a combination of:
• Customer visits
• Prospecting activity
• Territory planning
• Strategic account development
• Business review activity

Overnight travel for meetings, training, or company events may occasionally be required.

The Company provides a company vehicle and fuel card for approved business use.

Performance Expectations

Success in this role will be evaluated based on factors including:
• Territory sales growth
• Gross profit performance
• New account development
• Existing account penetration
• Customer retention
• Territory planning and organization
• Technology utilization
• CRM activity and reporting
• Operational efficiency
• Professionalism and relationship management

Position Philosophy

The Strategic Account Manager role is designed for professionals who want to build and grow a territory over the long term.

The Company believes the future of foodservice sales is built around:
• Strategic relationships
• Consultative selling
• Territory development
• Operational efficiency
• Technology utilization
• Long-term customer growth

The successful candidate will embrace these principles and operate as a business partner to both the customer and the Company.