Sales Representative (Hospitality & Institutional)

BSF; Jacksonville (FL); On-site; USD 70,000 - 110,000; Full time

Job summary

BSF, a wholesale seafood and beef distributor, is seeking an energetic outside sales professional to develop and grow our Non-Commercial / Contract Foodservice and Hospitality segments in the United States. You will prospect, qualify, and cultivate new accounts from a validated target list and partner leads, then manage and expand those accounts with regular reviews and program updates.

You will collaborate with sourcing and operations to tailor seafood programs, handle RFPs, and maintain

Qualifications

• 5–10 years of outside foodservice or food manufacturing sales experience.
• Familiarity with GPO structures, contract pricing, and program-based selling.
• Experience calling on procurement departments, not just end users.
• Prior exposure to seafood, protein, or perishable categories preferred.
• Strong consultative selling skills — you build programs, not just process orders.
• Comfortable with long sales cycles and working with self-sourced and partner-generated leads.
• Proficiency with CRM tools (HubSpot preferred) and Microsoft Office.
• Ability to travel regularly for in-person customer development.

Responsibilities

• Prospect, qualify, and develop new accounts across two growth segments from a validated target list and leads from a partner.
• Follow up promptly on partner-generated leads and convert qualified opportunities into accounts.
• Manage and grow the accounts you win through regular business reviews, program updates, renewals, and contract compliance.
• Build relationships with institutional procurement departments, executive chefs, F&B directors, and category managers.
• Develop and present customized seafood and protein programs aligned to contract cycles, menu specs, and volume requirements.
• Manage RFP and bid processes in partnership with the BSF sales support team.
• Maintain accurate pipeline activity and account records in HubSpot CRM.
• Collaborate with sourcing and operations on product availability and program pricing.
• Attend industry trade shows and customer events as needed.

Skills

Outside sales

Consultative selling

Travel willingness

CRM proficiency

Tools

HubSpot

Microsoft Office

Job description

BSF is a wholesale seafood and beef distributor and manufacturer serving customers across the United States. We supply high-quality proteins to foodservice operators, distributors, institutions, and hospitality groups. Our business is built on relationships, product expertise, and a commitment to consistent quality and service.

We are seeking a driven, consultative outside sales professional to build and grow BSF's business in two high-opportunity segments: Non-Commercial / Contract Foodservice and Hospitality & Travel. This role combines new business development with account management. You will pursue new accounts from a validated target list and from qualified leads supplied by our lead generation partner, then manage and grow the accounts you win. Most of this market is uncovered, so the right candidate will be comfortable building a book of business from the ground up and caring for it as it grows.

You will report directly to the VP of Foodservice Sales and work closely with our sourcing and operations teams to develop programs tailored to institutional and hospitality buyers.

Segments You Will Own

Non-Commercial / Contract Foodservice

Target accounts include:

• Healthcare systems, hospitals, and senior living communities
• K-12 school districts and higher education dining programs
• Corporate dining and business & industry accounts
• Corrections and government foodservice
• Group purchasing organizations (GPOs) serving non-commercial operators
• Hospitality & Travel

Target accounts include:

• Hotels, resorts, and casino foodservice operations
• Cruise lines and travel catering
• Airlines and airport concessions
• Event venues and convention center foodservice
• Hospitality procurement platforms and buying groups

What You Will Do

• Prospect, qualify, and develop new accounts across both segments from a validated target list of 400+ opportunities and leads from our lead generation partner
• Follow up promptly on partner-generated leads and convert qualified opportunities into accounts.
• Manage and grow the accounts you win through regular business reviews, program updates, renewals, and contract compliance
• Build relationships with institutional procurement departments, executive chefs, F&B directors, and category managers.
• Develop and present customized seafood and protein programs aligned to contract cycles, menu specs, and volume requirements.
• Manage RFP and bid processes in partnership with the BSF sales support team.
• Maintain accurate pipeline activity and account records in HubSpot CRM.
• Collaborate with sourcing and operations on product availability and program pricing.
• Attend industry trade shows and customer events as needed.

What We Are Looking For

• 5-10 years of outside foodservice or food manufacturing sales experience, with demonstrated success in both winning new business and growing existing accounts in contract or institutional segments
• Familiarity with GPO structures, contract pricing, and program-based selling
• Experience calling on procurement departments, not just end users
• Prior exposure to seafood, protein, or perishable categories preferred
• Strong consultative selling skills — you build programs, not just process orders
• Comfortable with long sales cycles and with working both self-sourced and partner-generated leads in a largely uncovered market
• Ability to balance new business development with account management as your book grows
• Proficiency with CRM tools (HubSpot preferred) and Microsoft Office
• Ability to travel regularly for in-person customer development

Ideal Background

Candidates with experience at broadline distributors (Sysco, US Foods, Performance Food Group), contract foodservice management companies (Aramark, Sodexo, Compass — on the supplier or manufacturer side), GPO sales, or foodservice-focused protein manufacturers will stand out. We are looking for someone who understands how institutional and hospitality buyers make decisions and can speak their language.