Field Sales Team

Responsibilities

Responsibilities and Duties

•  Territory planning and growth:  Develop and execute a territory plan covering priority segments, target accounts, client objectives, sales goals, and activity. Adjust priorities based on pipeline movement, customer needs, market conditions, and results.

•  Full-cycle operator selling:  Use CORE’s Seven Step sales process to prospect, discover needs, present solutions, address objections, gain commitments, and drive repeat purchases.

•  Account portfolio management:  Build and maintain a portfolio of priority operator accounts.  Identify decision makers, business needs, competitive conditions, account potential, and specific next steps.

•  Client program execution:  Translate approved client and group-level programs into operator-level selling. Communicate product features, benefits, applications, and operational or financial value within approved claims and program guardrails.

•  Pipeline, forecasting, and results:  Maintain a qualified pipeline with defined stages, next steps, expected volume, risks, and target conversion dates. Take corrective action when results are behind plan.

•  CRM and business insights:  Maintain timely and accurate Salesforce records for customer profiles, contacts, activities, opportunities, samples, commitments, competitive information, and results. Use sales and market data to improve targeting, call planning, forecasting, and business updates.

•  Cross-functional execution:  Coordinate with client Regional Managers, sales leadership, client teams, culinary resources, distributors, and other partners to align priorities, solve execution issues, and advance opportunities.

•  Independent judgment:  Prioritize accounts adhering to CORE’s Platinum Partner strategy, plan travel, sequence opportunities, select approved selling resources, and resolve routine customer issues. 

•  Customer and team representation:  Represent CORE and its clients professionally at customer meetings, food shows, vendor fairs, trainings, and industry events. Share market intelligence and effective selling practices, and support onboarding, sell-withs, and team initiatives as assigned.

•  Resource and policy management:  Manage time, travel, Everlance, samples, sales materials, expenses, and company resources responsibly while meeting documentation, safety, attendance, and policy requirements.

Performance Expectations

•  Meet or exceed assigned sales, case-volume, distribution, conversion, and client objectives.

• Maintain a current territory plan, productive call cadence, qualified pipeline, and reliable forecast.

• Demonstrate measurable progress from prospecting through trial, conversion, and repeat purchase.

• Communicate opportunities, risks, and support needs early while maintaining timely and accurate Salesforce records.

Disclaimer: This job description is not intended to be all-inclusive. This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. Employee may perform other related duties as negotiated to meet the ongoing needs of the company.

Qualifications

Education and Experience

• College degree or equivalent industry experience in foodservice sales, restaurant operations, hospitality, account management, or a closely related field.

•  Two years of experience independently managing a sales territory, account portfolio, or comparable book of business preferred.

• Demonstrated success with full-cycle selling, needs-based presentations, objection management, customer commitments, and measurable sales results.

Knowledge, Skills, and Other Requirements

• Proficiency with CRM systems, Microsoft Office, Teams, and designated selling and reporting tools.

• Ability to interpret sales reports, prioritize opportunities, manage a pipeline, and communicate a fact-based forecast.

• Excellent written, verbal, presentation, planning, and interpersonal skills.

• •  Ability to quickly assess account conditions, identify opportunities, and establish trusted customer relationships that drive growth and engagement.

•  Ability to actively engage in customer conversations, participate in sales meetings, and comprehend information presented in individual and group settings, with or without reasonable accommodation.

• Experience with foodservice sales, or other relevant sales experience with, client programs, distributors, buying groups, GPOs, or contract-managed accounts.

• Valid driver’s license and driving record that meets company requirements.

•  Use the Everlance application and submit mileage and expenses by established deadlines.

Physical Demands

To successfully perform the essential functions of this role, the employee must be able to meet the following physical and environmental requirements:

•  Mobility & Travel:  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.

•  Standing & Activity:  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.

•  Walking & Access:  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.

•  Lifting, Carrying & Setup:  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.

•  Movement & Positioning:  Frequently bend, kneel, crouch, reach, including overhead, and maneuver within tight or active environments while handling products and materials.

•  Manual Dexterity:  Use hands and arms to handle products, prepare samples, operate tools or equipment, drive, and present.

•  Work Environment:  Work in foodservice environments with exposure to heat, cold, wet or slippery floors, and confined or high-traffic spaces.

•  Visual Requirements:  Maintain close, distance, peripheral, and depth perception needed to safely perform job duties.