Distribution Sales Team

Acosta, Inc.; Olathe (KS); On-site; USD 65,000 - 95,000; Full time

Job summary

Acosta Sales & Marketing is seeking a field-based Sales Specialist to sell CORE client products through distributors and operators in Kansas. You will build distributor plans, drive launches, and manage opportunities through the full cycle of selling.

You will maintain accurate CRM records, forecast, and pipeline while collaborating with market leaders and internal partners. Travel to meetings and events will be required.

Qualifications

• Three or more years of experience managing a sales territory or distributor relationships.
• Proven ability to influence distributor teams and drive launches.
• Strong communication and presentation skills.

Responsibilities

• Build distributor leadership plans and manage priority clients.
• Identify operator opportunities and activate distributor reps.
• Translate client programs into distributor activity within guidelines.
• Maintain CRM records, forecast, and pipeline.
• Plan distributor meetings, trainings, and client visits.
• Communicate market intelligence and support needs to leadership.

Skills

Communication skills

Presentation skills

Planning

Facilitation

Organization

Responsiveness

Follow-through

Education

Bachelor's degree or equivalent

Tools

Salesforce

Power BI

Microsoft Office

CRM systems

Job description

DESCRIPTION

Sell CORE client’s products to existing and new customers at the distributor level and at the operator level that purchase from the distributors assigned. Assist in developing sales plan targets as well as execute assigned sales targets by client. Manage all aspects of the sales process through CRM.

RESPONSIBILITIES

Responsibilities and Duties

• 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; elevate 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.

Performance Expectations

• 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.

Education and Experience

• 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.

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

Knowledge, Skills, and Other Requirements

To perform the job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• 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.

Preferences

A bachelor’s degree or restaurant operation/sales experience is preferred