Territory Manager | Tennessee and Kentucky

Albert Uster Imports; Indianapolis (IN); Remote; USD 85,000 - 150,000; Full time

Job summary

Albert Uster Imports is seeking a motivated Territory Manager to drive growth across Kentucky, Tennessee, Indiana (including Indianapolis), and Southern Ohio. The role demands pastry knowledge and a proven sales track record, with remote work and travel to key accounts.

The ideal candidate will manage regional growth, execute sales strategies, and collaborate with internal teams to meet revenue targets, while maintaining strong customer relationships and market insights.

Qualifications

• First-hand experience in food service, distribution, or hospitality.
• Strong knowledge of pastry ingredients and techniques (pastry arts).
• Excellent verbal and written communications skills.

Responsibilities

• Analyze current customer base and CRM data to tailor solutions.
• Consult with customers on market conditions and product information, with staff training.
• Present to executives (Executive Chefs, Pastry Chefs, F&B Directors) with cost/quality analyses.
• Gather market intel to grow market share within the territory.
• Monitor social platforms and coordinate with official AUI Fine Foods posts.
• Develop new business via cold calling and local pastry/restaurant networks.
• Collaborate with Customer Service, Inside Sales, Purchasing, Shipping, and Finance.
• Travel within the assigned geographic territory to visit customers.
• Review past-due accounts and coordinate payments with customers.
• Provide item forecasts in CRM for large accounts on request.

Skills

Food service knowledge

Hospitality industry knowledge

Sales experience

Excellent communication

Education

Bachelor’s degree or culinary degree

Tools

CRM software

Lead databases

Job description

ABOUT ALBERT USTER IMPORTS

Albert Uster Imports, Inc. (“AUI”) is a privately held gourmet food company headquartered in the Washington, DC area (Gaithersburg, MD) with warehouse locations in Kansas City, Las Vegas, Miami, Los Angeles, San Francisco, Gurnee and Gaithersburg. AUI falls under the Vestar Capital Partners portfolio with affiliate organization, Roland Foods, LLC. Founded in 1968, the company offers over 1,400 products from around the world. We serve leading hotels, restaurants, casinos, cruise lines, airlines, and manufacturers with innovative, high quality products and solutions to their most demanding culinary challenges. We operate a network of distribution centers across the U.S. and serve select international markets as well. AUI has a national direct selling organization of over 60 sales professionals and a staff of culinary experts (chefs and food scientists) adept at custom product solutions.

ABOUT THE ROLE

AUI Fine Foods seeks a talented, motivated, and passionate sales professional to support AUI Fine Foods’ continued growth. The ideal candidate will have a culinary or pastry chef background. This is an individual quota-carrying revenue accountability role. The ideal candidate will also demonstrate significant sales experience, a results-driven mindset, and strong pastry knowledge. Expectations include driving accountability and maximizing regional growth while executing corporate sales strategies and initiatives.

LOCATION

This is a remote position covering the territory of: Kentucky, Tennessee, Indiana (including Indianapolis and south of Indianapolis), and South Ohio including Dayton, Ohio.

RESPONSIBILITIES

• Analyze current customer base and their product needs to offer solutions that best fit their business and maintain information in the CRM database
• Consult with customers regarding current market conditions, innovations, and product information, and provide practical training to customer staff
• Make presentations and tastings to key decision makers such as Executive Chefs, Pastry Chefs, Food and Beverage Directors while providing detailed cost/quality benefit analysis
• Gather market intel on competition while maintaining CRM database to develop and execute sales strategies to grow AUI Fine Foods market share within the territory
• Evaluate market trends by having an active voice on social media platforms like: Instagram, TikTok, Facebook, Twitter and collaborate with official @AUI Fine Foods social media posts
• Develop new business through cold calling, utilizing the lead databases, and participating in local pastry/restaurant organizations and clubs
• Collaborate with internal departments such as Customer Service, Inside Sales, Purchasing, Shipping, and Finance to provide customer requested information
• Travel to visit customers withing assigned geographic territory
• Review past due accounts and facilitate communication with customers for payments
• Provide item forecasts in CRM for large business or upon request

QUALIFICATIONS AND SKILLS

Required

• First-hand experience and knowledge of food service, distribution or the hospitality industry
• General knowledge of pastry ingredients and techniques used in pastry arts
• Excellent verbal and written communications skills

Preferred

• Outside sales experience
• Bachelor’s degree or culinary degree
• Ability to lead special functions such as marketing events, shows, demonstrations, and network events
• Goal driven self-starter able to work independently on the road with minimal direct supervision

SALARY RANGE

Albert Uster Imports hires exceptional people to perform a wide variety of important functions that contribute to the success of the Company. One of the ways AUI does that is through a competitive compensation package. This is a commissioned sales role. Based on performance and market dynamics, Territory Managers can expect to earn between $85,000 and $150,000 inclusive of salary, commission, bonus. Based on your qualifications, previous experience, and transferable skills, the Company will determine at its sole discretion, the salary offered.

DIVERSITY & INCLUSION

Founded by immigrants, AUI & Roland Foods knows that diversity is the spice of life. We believe in the power of food to open minds, spark adventure, and bring diverse people together. All are welcome at our table! We know the transformative value of food in individual lives and communities. Because of this, we insist on obtaining the highest-quality ingredients and talent! AUI is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation or other applicable legally protected characteristic. AUI considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. AUI is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at . Please read Albert Uster Import’s California Job Applicant Privacy Policy here.

AUTHENTICITY IN THE HIRING PROCESS: USE OF AI AND ASSISTIVE TECHNOLOGY

At Albert Uster Imports, people review every application, resume, and assessment. We value authentic, accurate representations of each candidate's experience and qualifications. Candidates may use AI tools for support purposes (such as grammar, formatting, or accessibility needs), but application materials, assessment responses, and interview discussions should reflect the candidate's own work, knowledge, and abilities. Excessive reliance on AI or the use of AI to misrepresent qualifications or complete assessments on a candidate's behalf may result in removal from consideration. If you require AI or other assistive technology as a reasonable accommodation, please contact our Talent Acquisition team at . We are committed to providing an accessible and equitable hiring experience for all candidates.