Distribution Sales Team

Acosta•Topeka, KS

3d•Hybrid

About The Position

This role involves selling CORE client’s products to existing and new customers at both the distributor and operator levels. The position requires assisting in the development and execution of sales plan targets, managing the entire sales process through CRM, building trusted relationships with distributor sales leadership and field teams, and developing distributor-specific plans for priority clients, launches, penetration, conversions, inventory risks, marketing, retention, and lost customer recovery. The role also focuses on identifying and developing leading independent operator opportunities, activating Distributor Sales Representatives through various support methods, and utilizing CORE’s Seven Step sales process to drive trial, conversion, and repeat purchase. Additionally, the position involves translating client programs into distributor and operator activity, monitoring stock status and competitive activity, maintaining accurate Salesforce records and a qualified pipeline, and planning/supporting various meetings and events. The individual will use independent judgment to prioritize opportunities, plan travel, manage expenses, and resolve routine issues. Performance expectations include meeting or exceeding sales objectives, maintaining accurate records and forecasts, demonstrating measurable progress in key sales metrics, and effectively preparing for and following through on commitments.

Requirements

College degree or equivalent relevant experience in foodservice sales, distribution, restaurant operations, hospitality, or account management.
Three or more years of experience managing a sales territory, distributor relationship, account portfolio, or comparable book of business preferred.
Demonstrated success influencing distributor teams and producing measurable results through launches, penetration, conversions, and full-cycle selling.
Working knowledge of foodservice distribution, operator segments, client programs, buying groups, GPOs, and contract-managed accounts.
Ability to translate client objectives into distributor plans, influence without direct authority, interpret sales and stock-status data, prioritize opportunities, and communicate a fact-based forecast.
Proficiency with Salesforce, Power BI, Microsoft Office, Teams, CRM systems, and designated selling and reporting tools.
Excellent communication, presentation, planning, facilitation, organization, responsiveness, and follow-through.
Ability to prepare and lead distributor meetings, product training, client visits, food shows, and opportunity follow-up.
Valid driver’s license and driving record that meets company requirements.
Ability to travel and stay overnight as business needs require.
Timely use of Everlance for mileage and expenses.

Nice To Haves

A bachelor’s degree or restaurant operation/sales experience is preferred.

Responsibilities

Build trusted relationships with distributor sales leadership and field teams.
Develop distributor-specific plans for priority clients, launches, penetration, conversions, inventory risks, marketing, retention, and lost customer recovery.
Identify and develop leading independent operator opportunities.
Activate Distributor Sales Representatives through sell-withs, product knowledge, opportunity planning, and prompt lead follow-up.
Use CORE’s Seven Step sales process to drive trial, conversion, and repeat purchase.
Translate approved client programs into distributor and operator activity within pricing, contractual, compliance, and program guidelines.
Monitor stock status, new-item placement, slow-moving items, usage changes, competitive activity, and execution risks; escalate material issues promptly.
Maintain accurate Salesforce records and a qualified pipeline with ownership, next steps, expected volume, risks, and target dates.
Use Salesforce, Power BI, distributor reporting, and market data to improve targeting, forecasts, and business reviews.
Plan and support distributor meetings, trainings, client visits, vendor fairs, and food shows with clear objectives, lead ownership, and follow-up.
Communicate successes, challenges, market intelligence, roadblocks, and support needs to the Market Director, clients, and internal partners.
Prioritize opportunities consistent with CORE’s Platinum Partner strategy.
Plan travel and field activities; manage samples, materials, expenses, Everlance, and company resources responsibly.
Resolve routine issues within approved guidelines.
Meet or exceed assigned distributor, client, case-volume, distribution, conversion, penetration, and operator-development objectives.
Maintain current distributor plans, priority-operator profiles, productive field activity, accurate CRM records, a qualified pipeline, and a reliable forecast.
Demonstrate measurable progress in launches, line penetration, conversions, repeat purchase, retention, and distributor engagement.
Prepare effectively for meetings, shows, and client visits; assign lead ownership; follow through on commitments; and communicate risks and support needs early.