Territory Manager, Hospitality & Foodservice - SoCal

Chobani • Remote, CA

1d • $74,500 - $117,700

About The Position

The Territory Manager owns a mixed-channel account base for La Colombe in an assigned Southern California market, serving both hospitality accounts and foodservice accounts. The role covers hotels, casinos, premium restaurants and bakeries, as well as corporate dining, healthcare systems, and college and university dining programs. The Territory Manager represents La Colombe across both segments and sells its full portfolio of premium coffee, cold brew, Office Coffee Service solutions, and on-tap beverage platforms. The position requires adapting sales approaches to the priorities and economics of different buyer types.

The Territory Manager is accountable for revenue, quota attainment, new-account acquisition, retention, and pipeline development throughout the assigned market, including South Bay, Orange County, and the Inland Empire. The role builds relationships with hospitality and foodservice decision-makers, executes account-level pull-through of national agreements, and collaborates with national account teams, regional managers, education, service operations, marketing, and client services.

The position requires a heavy field cadence and 60% or more travel within the assigned market. It is a full-time role with a stated salary range of $74,500 to $117,700, plus bonus, equity, and benefits.

Requirements

• 3–7 years of field-based sales experience in Consumer Packaged Goods, foodservice, or the coffee industry.
• Comfort selling to hospitality and foodservice buyers, including General Managers, Food & Beverage Directors, Beverage Managers, foodservice directors, contract dining managers, and healthcare Food & Beverage leaders.
• A proven hunter mindset and a track record of consistent new-account acquisition across multiple account types.
• Strong consultative selling skills, including discovery, value framing, objection handling, and closing.
• Ability to switch 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.
• Proficiency with a Customer Relationship Management system such as HubSpot or an equivalent.
• Bachelor’s degree in a related field, or a combination of education and years of experience.

Nice To Haves

• Experience across both hospitality and foodservice channels.
• Familiarity with foodservice distributor Operating Companies (OPCOs).

Responsibilities

• Manage a mixed hospitality and foodservice account base and meet revenue quota.
• Acquire new accounts across hospitality and foodservice segments, retain existing accounts, and maintain a healthy sales pipeline.
• Represent La Colombe with leading accounts across South Bay, Orange County, and the Inland Empire.
• Sell the full La Colombe portfolio, adapting the sales pitch and account economics to each buyer type.
• Tailor hospitality sales conversations to guest experience, service standards, brand fit, banquet, and in-room programs.
• Tailor foodservice sales conversations to cost per serving, dining program economics, and employee or student satisfaction.
• Execute account-level pull-through of national contracts and Joint Business Plans negotiated by the National Account Manager teams.
• Assess account spend, category opportunity, wallet share, and margin profile.
• Lead product samplings and tailor demonstrations to account needs.
• Build relationships with hospitality property General Managers, Food & Beverage Directors, Beverage Managers, and Executive Chefs.
• Build relationships with foodservice directors, contract dining managers, healthcare Food & Beverage leaders, and College & University dining teams.
• Coordinate with onsite Compass, Sodexo, Aramark, and Canteen district leadership when applicable, and with hospitality management company regional Food & Beverage leaders when applicable.
• Coordinate with Hospitality and Foodservice National Account Manager teams on property- and account-level pull-through.
• Partner with the Regional Foodservice Manager on distributor Operating Company pull-through at foodservice accounts.
• Partner with the Territory Education Manager on installation training, post-installation audits, and barista or staff training.
• Coordinate installation, preventive maintenance, and equipment repair with service operations.
• Partner with channel marketing on co-op programs and coordinate with client services on order accuracy, ticket resolution, and customer-service handoffs.
• Update Customer Relationship Management records daily after meaningful customer interactions and provide pipeline updates and forecasts to the Regional Director, separated by channel.
• Participate in monthly regional calls, quarterly business reviews, and quarterly ride-alongs with the Regional Director.

Benefits

• Medical, dental, and vision coverage.
• Disability insurance.
• Health savings account and flexible spending accounts.
• Tuition reimbursement.
• 401(k) match of 100% on up to 5% of eligible pay.
• Fertility and childcare assistance.
• 12 weeks of parental leave at full pay after six months of continuous employment.
• Employee assistance program, fitness discounts, wellness reimbursement, on-site gym access at certain locations, and wellness resources.
• 120 hours of paid time off, 11 holidays, and paid volunteer time off.
• Bonus and equity.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level