SummaryThe Territory Manager (TM), Hospitality owns the premium hospitality account base for La Colombe in an assigned market. The role covers 4- and 5-star hotels, premium casinos, premium chain restaurants, premium fast casual concepts, premium bakeries, and elevated dining accounts. The Territory Manager (TM), Hospitality is the visible face of La Colombe at property-level hospitality accounts - selling the full portfolio of premium coffee, cold brew, and on-tap products to General Managers, Food & Beverage (F&B) Directors, Executive Chefs, and Beverage Managers across the market. The role partners with the National Account Manager (NAM) team on property-level execution of national contracts and Joint Business Plans (JBPs), and partners with service operations, channel marketing, and client services to keep accounts running clean and growing.
ResponsibilitiesTerritory Ownership - Premium Hospitality
- Carry a revenue book of premium hospitality accounts in the assigned market and hit quota.
- Hunt consistently for new premium hotel, casino, and chain restaurant accounts in the patch.
- Defend the existing book through strong account retention and proactive General Manager and Food & Beverage (F&B) Director engagement.
- Build and maintain a healthy pipeline across all stages of the sales cycle.
- Be the visible La Colombe presence at leading premium hospitality properties in the market.
Hospitality-Specific Sales Execution
- Sell premium drip programs, banquet coffee, in-room programs, espresso programs, cold brew, and on-tap beverage solutions tailored to premium hospitality settings.
- Tailor the sales call to hospitality buyer language - guest experience, service standards, brand fit, and revenue per available room considerations.
- Execute property-level pull-through of national chain contracts and Joint Business Plans (JBPs) negotiated by the National Account Manager (NAM) team.
- Carry the math on every account - current coffee spend, total beverage program opportunity, wallet share gap, and margin profile.
- Lead product samplings at every meaningful call - pour-over service, espresso execution, or on-tap demonstrations as appropriate to the account.
Buyer Relationships
- Build relationships with property General Managers, Food & Beverage (F&B) Directors, Beverage Managers, Executive Chefs, and procurement leads.
- Develop relationships with management company regional Food & Beverage (F&B) leadership where applicable.
- Coordinate with property-level catering and banquet teams on banquet and event coffee programs.
Cross-Functional Partnership
- Coordinate with the National Account Manager (NAM) team on property-level execution at chain-affiliated hotels, casinos, and restaurants.
- Partner with the Territory Education Manager for barista training, baristas certification, and post-installation audits.
- Coordinate with service operations on installation, preventive maintenance, and equipment repair.
- Partner with channel marketing on co-op and trade activation programs at leading hospitality accounts.
- Coordinate with client services on order accuracy, ticket resolution, and customer service handoffs.
Reporting and Pipeline Discipline
- Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
- Deliver consistent pipeline updates and forecasts to the Regional Director.
- Participate in monthly regional calls, quarterly business reviews, and quarterly ride-alongs with the Regional Director.
RequirementsExperience Needed
- 3-7 years of Consumer Packaged Goods (CPG), foodservice, or coffee industry sales experience in a field-based role, with significant time selling into premium hospitality.
- Prior experience selling into hotels, casinos, premium chain restaurants, or elevated dining strongly preferred.
- Comfort speaking the language of hospitality buyers - guest experience, brand standards, banquet operations, beverage program design.
- Proven hunter mindset - a track record of consistent net new account acquisition in a premium-buyer environment.
- Strong consultative selling skills - discovery, value framing, objection handling, and close.
- Comfort with a heavy field cadence and a market-based role.
- Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required.
Education
- Bachelor's degree in a related field, or years of experience in combination with education
Travel
- 60%+ within the assigned market.
The salary range for this full-time position is $74,500.00 - $117,700.00, + bonus + equity + benefits. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Chobani provides a comprehensive benefits package, including medical, dental, vision coverage, disability insurance, health savings account, flexible spending accounts, and tuition reimbursement. To help save for the future, all employees are eligible for a 401k match of 100% on up to 5% of eligible pay. To support growing families, we provide fertility and childcare assistance, and 12 weeks of parental leave at full pay after six months of continuous employment. In addition, we provide wellness resources which include an employee assistance program, fitness discounts, a wellness reimbursement, on-site gym access (certain locations) and a monthly wellness newsletter to connect you with resources and timely information. We offer various types of paid time of including: 120 hours of paid time off, 11 holidays, and paid volunteer time off. 
