Key Account Manager - Food Service

Europastry USA•Morristown, NJ

4d•Onsite

About The Position

The Key Account Manager (Foodservice) is responsible for building, supporting, and growing relationships with restaurants, cruise lines, hotels, national accounts, QSRs, distributors, and other foodservice operators. This role drives revenue by proactively managing analytical information, following up on client requests, responding to inquiries, coordinating product sample needs, and traveling to customer sites as required. The KAM collaborates closely with distributor partners, brokers, marketing, R&D and culinary, supply chain, and finance teams to ensure our bakery products consistently meet customer needs.

Requirements

3–5 years of account management or inside sales experience in Foodservice or CPG.
Strong knowledge of foodservice distribution and operator needs.
Proficiency in Microsoft Excel (analysis, reporting, formulas) and PowerPoint (sales decks, menu presentations).
Experience with Salesforce (account management, reporting, pipeline tracking).
Excellent communication, organization, and time management skills.
Willingness to travel occasionally for food shows, customer visits, and sales meetings
Must be authorized to work in the United States without restriction.
Customer-first mindset with ability to build operator and distributor relationships.
Strong understanding of foodservice sales cycles, distributor networks, and menu development.
Results-oriented with a focus on sample-to-order conversion and account growth.
Ability to create customer needs through innovation and menu-driven solutions.
Highly organized, detail-oriented, and adaptable in a fast-paced environment.
Commercial acumen with attention to profitability, pricing accuracy, and contract terms.

Nice To Haves

Bachelor's degree in Business, Marketing, Hospitality, or related field (preferred) or equivalent experience.

Responsibilities

Serve as the primary point of contact for assigned foodservice accounts and distributors.
Manage and process sample requests for bakery products through Salesforce and follow up with operators to gather feedback from kitchen testing and menu applications.
Provide product knowledge, pricing, and availability to operators, distributors, and brokers.
Partner with field sales to identify opportunities for new product placements, menu applications, and labor-saving solutions.
Support outbound campaigns to grow sales within existing foodservice accounts and distributors.
Prepare and deliver sales decks in PowerPoint and Excel-based reports to support customer presentations.
Assist in developing menu recommendations, case studies, and value-added solutions tailored to operator needs.
Constantly analyze and review the product portfolio to improve costs, optimize product mix, and replace products with greater profitability.
Meet or exceed monthly, quarterly, and annual sales goals.
Partner with distributors (Sysco, US Foods, Gordon, and regional partners) to support order fulfillment and operator engagement.
Collaborate with culinary and R&D teams to organize product cuttings, tastings, and demonstrations for operators.
Create a strong link with the marketing department to ensure alignment on customer communications, brochures, catalogs, and promotional materials.
Ensure both sales and marketing are aligned and present at trade shows, customer visits, or product demonstrations.
Participate in food service trade shows and distributor events to showcase products and engage with potential customers.
Provide field sales teams with timely insights and sales materials to support customer visits.
Occasional travel to customer sites, distributor food shows, and industry events.
Maintain accurate records of customer contacts, sample activity, and sales opportunities in Salesforce.
Prepare reports on customer activity, sample-to-order conversion, and sales performance.
Ensure accuracy of commercial information entered into the system (e.g., rebates, customer marketing percentages, and other commercial conditions).
Take primary responsibility for verifying that customer prices are applied correctly and that rate changes are implemented in a timely and effective manner, as required by commercial and financial management.
Share operator insights and feedback with marketing, culinary, and R&D teams to guide innovation and product development.