[Hiring] Territory Manager @Chobani

Role Description

The Territory Manager (TM) owns a mixed-channel account base for La Colombe in an assigned market. The role covers both hospitality accounts and foodservice accounts — typically in markets where the account mix does not warrant a dedicated channel-specialized seat. The Territory Manager (TM), General 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 foodservice buyer mindsets — and the ability to switch between them across the same selling day.

Responsibilities

• Territory Ownership — Mixed-Channel:
  • Carry a revenue book that spans hospitality and foodservice accounts in the assigned market and hit quota.
  • Hunt consistently for new accounts across both hospitality and foodservice 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 foodservice.
• Mixed-Channel Sales Execution:
  • Sell the full La Colombe portfolio — adapting the pitch and the math to each account type.
  • For hospitality accounts: tailor the sales call to hospitality buyer language.
  • For foodservice accounts: tailor the sales call to foodservice buyer language.
  • Execute account-level pull-through of national contracts and Joint Business Plans (JBPs).
  • Carry the math on every account — current spend, total category opportunity, wallet share gap, and margin profile.
  • Lead product samplings at every meaningful call — adapt the product and the demonstration format to the account type.
• Buyer Relationships — Both Channels:
  • Build relationships with hospitality property General Managers, Food & Beverage (F&B) Directors, Beverage Managers, and Executive Chefs.
  • Build relationships with foodservice 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 foodservice accounts where applicable.
  • Coordinate with management company regional Food & Beverage (F&B) leadership at hospitality accounts where applicable.
• Cross-Functional Partnership:
  • Coordinate with both the Hospitality and Foodservice National Account Manager (NAM) teams.
  • Partner with the Regional Foodservice Manager on distributor Operating Company (OPCO) pull-through.
  • Partner with the Territory Education Manager for installation training and audits.
  • Coordinate with service operations on installation, preventive maintenance, and equipment repair.
  • Partner with channel marketing on co-op programs at leading accounts.
  • Coordinate with client services on order accuracy, ticket resolution, and customer service handoffs.
• Reporting and Pipeline Discipline:
  • Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
  • Deliver consistent pipeline updates and forecasts to the Regional Director.
  • Participate in monthly regional calls, quarterly business reviews, and quarterly ride-alongs with the Regional Director.

Qualifications

• 3-7 years of Consumer Packaged Goods (CPG), foodservice, or coffee industry sales experience in a field-based role.
• Comfort selling to both hospitality and foodservice buyers.
• Familiarity with foodservice distributor Operating Companies (OPCOs) a plus.
• Proven hunter mindset — a track record of consistent net new account acquisition.
• Strong consultative selling skills — discovery, value framing, objection handling, and close.
• Ability to switch contexts quickly between hospitality and foodservice buyer language and economics.
• Comfort with a heavy field cadence and a market-based role.
• Proficiency in Microsoft Excel and PowerPoint; CRM proficiency required.

Requirements

• Bachelor's degree required; advanced degree a plus.
• 60%+ travel within the assigned market.

Benefits

• Comprehensive benefits package including medical, dental, vision coverage, and disability insurance.
• Health savings account and flexible spending accounts.
• Tuition reimbursement.
• 401k match of 100% on up to 5% of eligible pay.
• Fertility and childcare assistance, and 12 weeks of parental leave at full pay after six months of continuous employment.
• Wellness resources including an employee assistance program, fitness discounts, and a wellness reimbursement.
• 120 hours of paid time off, 11 holidays, and paid volunteer time off.