Distribution Sales Team

Summary

Acosta's CORE Foodservice division connects foodservice brands with customers across restaurants, schools, ballparks, and other dining destinations. The Distribution Sales Team role sells client products to distributor- and operator-level customers, develops sales plans, manages distributor and operator relationships, and oversees the sales process through CRM. The position also supports client programs, forecasting, meetings, events, and field execution.

Responsibilities

• Distributor leadership and planning: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
• Priority operator and field execution: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
• Client program and inventory execution: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
• Pipeline, forecasting, and insights: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
• Meetings, shows, and communication: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
• Independent judgment and resources:Prioritize opportunities consistent with CORE’s Platinum Partner strategy. Plan travel and field activities; manage samples, materials, expenses, Everlance, and company resources responsibly; and 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

Skills

• 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
• Drive extensively throughout the assigned territory, up to 250 miles per day; enter and exit a vehicle frequently throughout multi-stop routes; safely operate a motor vehicle for extended periods; and travel overnight for shows
• Stand and remain active for extended periods, up to four-hour increments, and sustain a high level of physical activity over a full workday, typically 8–10+ hours in the field or at a food show
• Walk moderate distances within and between customer locations, approximately ¼ mile at a time from parking, and navigate restaurants, kitchens, storage areas, loading zones, stairs, and uneven surfaces
• Lift, carry, transport, set up, and break down product samples, equipment, client booths, and sales materials, typically up to 30–40 pounds, between a vehicle and customer or event locations
• Frequently bend, kneel, crouch, reach, including overhead, and maneuver within tight or active environments while handling products and materials
• Use hands and arms to handle products, prepare samples, operate tools or equipment, drive, and present
• Work in foodservice environments with exposure to heat, cold, wet or slippery floors, and confined or high-traffic spaces
• Maintain close, distance, peripheral, and depth perception needed to safely perform job duties
• Three or more years of experience managing a sales territory, distributor relationship, account portfolio, or comparable book of business preferred

Qualifications

Must Haves

• 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
• Drive extensively throughout the assigned territory, up to 250 miles per day; enter and exit a vehicle frequently throughout multi-stop routes; safely operate a motor vehicle for extended periods; and travel overnight for shows
• Stand and remain active for extended periods, up to four-hour increments, and sustain a high level of physical activity over a full workday, typically 8–10+ hours in the field or at a food show
• Walk moderate distances within and between customer locations, approximately ¼ mile at a time from parking, and navigate restaurants, kitchens, storage areas, loading zones, stairs, and uneven surfaces
• Lift, carry, transport, set up, and break down product samples, equipment, client booths, and sales materials, typically up to 30–40 pounds, between a vehicle and customer or event locations
• Frequently bend, kneel, crouch, reach, including overhead, and maneuver within tight or active environments while handling products and materials
• Use hands and arms to handle products, prepare samples, operate tools or equipment, drive, and present
• Work in foodservice environments with exposure to heat, cold, wet or slippery floors, and confined or high-traffic spaces
• Maintain close, distance, peripheral, and depth perception needed to safely perform job duties

Nice to Haves

• Three or more years of experience managing a sales territory, distributor relationship, account portfolio, or comparable book of business preferred

Benefits

• Remote work arrangement