Lead Distribution Sales Team

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. May have direct reports.

Responsibilities

• Distributor business leadership: Develop and execute strategic business plans across distributor partners, locations, territories, and sales organizations. Build relationships with distributor executives, sales leadership, purchasing teams, category managers, and field sales organizations. Lead business reviews, planning sessions, growth initiatives, and strategic account discussions.
• Sales influence and team development: Coach and support Distributor Sales Representatives and assigned sales resources without direct supervisory authority. Conduct joint sales calls, planning sessions, trainings, and territory-development activities. Support onboarding, capability development, alignment, and best-practice sharing.
• Strategic operator development: Develop high-volume independent operators, regional accounts, chain opportunities, and key growth prospects. Engage senior-level decisionmakers to secure distribution, conversions, menu placements, and sustainable growth.
• Client program and market execution: Translate client objectives into distributor-specific plans. Lead launches, conversions, penetration initiatives, distribution gains, and business development activities. Monitor inventory, stock risk, competitive activity, market conditions, and execution performance.
• Pipeline, forecasting, and analytics: Maintain accurate Salesforce records, account plans, opportunity pipelines, forecasts, and business reviews. Use Salesforce, Power BI, distributor reporting, and market intelligence to identify opportunities and improve execution.
• Meetings, shows, and industry leadership: Lead distributor meetings, sales trainings, product introductions, sales rallies, client presentations, food shows, and industry events. Facilitate communication among distributors, operators, clients, CORE leadership, and field associates.
• Independent judgment and resource coordination: Prioritize resources and opportunities consistent with CORE’s Platinum Partner strategy. Coordinate field activity through influence, collaboration, and clear communication. Manage travel, expenses, Everlance, samples, sales materials, and company resources responsibly; resolve routine business issues within approved guidelines.

Performance Expectations

• Meet or exceed assigned sales, revenue, case-volume, distribution, conversion, penetration, and client objectives.
• Deliver measurable growth across distributor partners and key operator segments.
• Maintain accurate forecasts, business plans, CRM activity, and qualified opportunity pipelines.
• Influence, coach, and support assigned sales resources through field leadership, collaboration, and best-practice sharing.

Qualifications

• Education and Experience: College degree or equivalent foodservice industry experience in sales, distribution, hospitality, restaurant operations, or account management. Five or more years of successful foodservice sales, distributor management, account management, or business development experience preferred. Demonstrated success managing distributor relationships, influencing sales execution, and delivering measurable growth.
• Knowledge, Skills, and Other Requirements: Advanced understanding of foodservice distribution, operator segments, buying groups, GPOs, contract-managed business, and client sales strategies. Ability to influence, coach, align, and communicate effectively without direct authority. Strong leadership, facilitation, presentation, relationship-building, business planning, forecasting, and analytical skills. Proficiency with Salesforce, Power BI, Microsoft Office, Teams, CRM systems, and reporting tools. Excellent organization, responsiveness, follow-through, problem-solving, and decision-making skills. Valid driver’s license and driving record that meet company requirements; ability to travel overnight as business needs require; timely use of Everlance for mileage and expenses.

Physical Demands

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

• Mobility & Travel: Drive extensively throughout the assigned territory, up to 250 miles per day; enter and exit a vehicle frequently; safely operate a 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 physical activity over an 8–10+ hour field or food-show day.
• Walking & Access: Walk moderate distances, approximately ¼ mile at a time, 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, booths, and sales materials, typically up to 30–40 pounds.
• Movement & Positioning: Frequently bend, kneel, crouch, reach, including overhead, and maneuver in 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.

Acknowledgment and Disclaimer

This job description identifies the position’s primary purpose and essential functions. It is not all-inclusive and does not create a contract of employment. Management may assign related duties based on business needs. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential functions. Compensation, exemption status, reporting relationship, and final qualifications remain subject to Human Resources and legal review and applicable law.

CORE Foodservice is a part of Acosta Group – a collective of the industry’s most trusted retail, marketing and foodservice agencies reimagining the way people connect with brands at every point in their shopping journey. CORE Foodservice is revolutionizing the North American foodservice industry. With over 60 offices, we are a dynamic team dedicated to navigating the evolving landscape of foodservice operations. Our mission? To seamlessly connect top-tier brands with consumers wherever they eat away from home – think ballparks, restaurants, schools and more. As the industry's premier foodservice sales agency, we drive demand, forge invaluable relationships, and accelerate growth across every dining destination. At CORE Foodservice, we empower our employees to focus on what they love, fostering a culture where happy people drive remarkable outcomes. Our leaders are highly engaged, getting into the field and setting the example for pushing boundaries and innovation. Empowerment is our cornerstone; we believe in creating an environment where every voice is heard, and every idea valued. Join us in shaping the future of foodservice, where dedication and innovation meet opportunity. Acosta Group is an equal opportunity employer and will ensure that applicants with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed, please contact AskHR@acosta.com. Be sure to include "Applicant Accommodation" in the subject of your email to expedite the request. Acosta Group believes in good faith that the minimum and maximum annual salary or hourly compensation range for this opportunity is accurate and reasonable at the time of posting. The Acosta Group utilizes E-Verify for validating the ability to work in the United States for all job candidates. If you want more information on what this entails and your rights as a job applicant, please use the link provided to access information on our use of E-Verify and your right to work. Employer Resources (e-verify.gov) By applying, you agree to our Privacy Policy and Terms and Conditions of Use.