Chain Account Specialist (Food Broker)

Chain Account Specialist

Broad Function and Scope of Position: The Chain Account Specialist develops and executes customized selling strategies for assigned multi-unit chain restaurant accounts. Requires 3+ years of wholesale foodservice experience and outside sales account management experience. Culinary experience is a plus.

This position reports to the market Executive Vice President and requires prior experience in outside sales (preferred), account management, relationship management, direct or indirect sales, business development, or business-to-business sales. The ideal candidate is collaborative yet capable of operating independently, prioritizing daily activity with minimal oversight.

Success in this role depends on a savvy, consultative selling approach that builds trust, delivers value, and drives long-term partnerships with multi-unit chain customers.

Sales Strategy & Business Development

• Develop and execute customized business selling strategies for assigned multi-unit chain restaurant accounts.
• Possess a strong understanding of product differentiators and the competitive landscape to drive strategic selling conversations.
• Prospect and hunt for new business within a defined territory of accounts, supported by Marketing and Business Intelligence resources.
• Influence key decision-makers and stakeholders without direct authority in multi-unit restaurant chains.

Chain Account & Relationship Management

• Establish strong relationships and demonstrate a consultative selling approach with key stakeholders and decision-makers at multi-unit chain restaurant organizations.
• Develop trust-based partnerships with chain accounts through solution-based selling and consistent engagement.
• Act as a strategic resource to chef-driven, culinary, and operational teams within chain restaurant organizations.

Sales Execution & Customer Solutions

• Develop creative, customer-focused solutions for restaurant chefs, culinarians, and on-site operators.
• Prepare or learn how to properly cook food products and design menu combinations in support of the selling cycle.
• Collaborate with local market leadership and cross-functional sales support teams to execute a robust market penetration strategy.

Pipeline Management, CRM & Forecasting

• Maintain detailed and accurate CRM records, logging every customer interaction and sales activity.
• Manage sales pipeline and activity with the ability to accurately forecast performance.
• Utilize CRM insights to evaluate what strategies are working and identify opportunities for improvement.

Knowledge, Skills, and Abilities

• Minimum 3 years of foodservice experience required.
• Proven experience in sales and business development, including calling on key accounts, prospecting, and pipeline management.
• Strong discipline and ability to develop, execute, and follow a structured sales plan.
• Demonstrated ability to influence others and drive change without authority.
• Relationship-focused professional with a proactive, positive attitude.
• Strong teamwork skills with the ability to partner across diverse teams and remain highly teachable.
• Must possess a valid driver's license with a clean motor vehicle record; position requires daily travel by personal vehicle.

Competencies

• Consultative Selling: Ability to uncover customer needs, recommend value-based solutions, and position products as strategic solutions for multi-unit chain customers.
• Sales Acumen: Demonstrated capability in business development, account growth, pipeline management, and revenue forecasting within foodservice or B2B sales environments.
• Relationship Management: Skilled at building trust-based relationships with executive stakeholders, operators, chefs, and decision-makers across multi-unit organizations.
• Influence Without Authority: Effective communicator who can align stakeholders, drive decisions, and gain buy-in without direct reporting relationships.
• Strategic Thinking: Ability to develop customized selling strategies, assess competitive landscapes, and adapt approaches based on account needs.
• Collaboration & Teamwork: Works effectively with cross-functional partners including leadership, marketing, and sales support teams.
• Discipline & Organization: Strong time management, territory planning, and CRM discipline to drive consistent execution and results.
• Culinary & Product Aptitude: Willingness and ability to learn product preparation, menu applications, and culinary solutions to support the sales process.
• Adaptability: Comfortable operating independently while adjusting priorities in a fast-paced, sales-driven environment.

Physical Requirements/Working Conditions

• Typical work week: Monday – Friday.
• During food trade show seasons, ability to stand for extended periods is required.
• Must be able to safely lift case goods and materials up to 50 lbs.
• Daily motor vehicle travel is required to visit assigned customer locations.

Pay Range

$90,000 - $110,000

The Affinity Group is an Equal Opportunity Employer