BROAD FUNCTION AND SCOPE OF POSITION: The Chain Account Specialist is responsible for developing and executing customized selling strategies for assigned multi-unit chain restaurant accounts. This role requires a minimum of
3 years of wholesale foodservice experience, with
outside sales account management experience required. Culinary experience is a plus.
This position reports to the market Executive Vice President and requires prior experience in outside sales (preferred), account management, relationship management, direct or indirect sales, business development, or business-to-business sales. The ideal candidate is collaborative yet capable of operating independently, prioritizing daily activity with minimal oversight.
Success in this role depends on a
savvy, consultative selling approach that builds trust, delivers value, and drives long-term partnerships with multi-unit chain customers.
PRINCIPAL RESPONSIBILITIES: Sales Strategy & Business Development - Develop and execute customized business selling strategies for assigned multi-unit chain restaurant accounts.
- Prospect and hunt for new business within a defined territory of accounts, supported by Marketing and Business Intelligence resources.
- Influence key decision-makers and stakeholders without direct authority in multi-unit restaurant chains.
- Maintain a strong understanding of product differentiators and the competitive landscape to drive strategic selling conversations.
Chain Account & Relationship Management - Establish strong relationships and demonstrate a consultative selling approach with key stakeholders and decision-makers at multi-unit chain restaurant organizations.
- Develop trust-based partnerships with chain accounts through solution-based selling and consistent engagement.
- Act as a strategic resource to chef-driven, culinary, and operational teams within chain restaurant organizations.
Sales Execution & Customer Solutions - Develop creative, customer-focused solutions for restaurant chefs, culinarians, and on-site operators.
- Prepare or learn how to properly cook food products and design menu combinations in support of the selling cycle.
- Collaborate with local market leadership and cross-functional sales support teams to execute a robust market penetration strategy.
Pipeline Management, CRM & Forecasting - Maintain detailed and accurate CRM records, logging every customer interaction and sales activity.
- Manage sales pipeline and activity with the ability to accurately forecast performance.
- Utilize CRM insights to evaluate what strategies are working and identify opportunities for improvement.
KNOWLEDGE, SKILLS, AND ABILITIES: - Minimum 3 years of foodservice experience required.
- Proven experience in sales and business development, including calling on key accounts, prospecting, and pipeline management.
- Strong discipline and ability to develop, execute, and follow a structured sales plan.
- Demonstrated ability to influence others and drive change without authority.
- Relationship-focused professional with a proactive, positive attitude.
- Strong teamwork skills with the ability to partner across diverse teams and remain highly teachable.
- Must possess a valid driver's license with a clean motor vehicle record; position requires daily travel by personal vehicle.
COMPETENCIES - Consultative Selling: Ability to uncover customer needs, recommend value-based solutions, and position products as strategic solutions for multi-unit chain customers.
- Sales Acumen: Demonstrated capability in business development, account growth, pipeline management, and revenue forecasting within foodservice or B2B sales environments.
- Relationship Management: Skilled at building trust-based relationships with executive stakeholders, operators, chefs, and decision-makers across multi-unit organizations.
- Influence Without Authority: Effective communicator who can align stakeholders, drive decisions, and gain buy-in without direct reporting relationships.
- Strategic Thinking: Ability to develop customized selling strategies, assess competitive landscapes, and adapt approaches based on account needs.
- Collaboration & Teamwork: Works effectively with cross-functional partners including leadership, marketing, and sales support teams.
- Discipline & Organization: Strong time management, territory planning, and CRM discipline to drive consistent execution and results.
- Culinary & Product Aptitude: Willingness and ability to learn product preparation, menu applications, and culinary solutions to support the sales process.
- Adaptability: Comfortable operating independently while adjusting priorities in a fast-paced, sales-driven environment.
PHYSICAL REQUIREMENTS/WORKING CONDITIONS: - Typical work week: Monday - Friday.
- During food trade show seasons, ability to stand for extended periods is required.
- Must be able to safely lift case goods and materials up to 50 lbs.
- Daily motor vehicle travel is required to visit assigned customer locations.
- Pay Range $90,000-$110,000
