Territory Manager

Own a mixed-channel account base for La Colombe in an assigned market, covering both hospitality accounts (hotels, casinos, premium chain restaurants, premium fast casual concepts, and premium bakeries) and foodservice accounts (Business & Industry (B&I) corporate dining, healthcare systems, and College & University (C&U) dining programs). Serve as the visible face of La Colombe across both segments, selling the full portfolio of premium coffee, cold brew, Office Coffee Service (OCS) solutions, and on-tap beverage platforms.

Responsibilities

• Territory Ownership — Mixed-Channel
  • Carry a revenue book spanning hospitality and foodservice accounts in the assigned market and hit quota.
  • Hunt consistently for new accounts across both hospitality and foodservice segments.
  • Defend the existing book through strong retention across the mixed account base.
  • Build and maintain a healthy pipeline across all stages of the sales cycle, spanning both channels.
  • Be the visible La Colombe presence across leading accounts in both hospitality and foodservice.
• Mixed-Channel Sales Execution
  • Sell the full La Colombe portfolio — premium drip, espresso programs, cold brew, Office Coffee Service (OCS) solutions, and on-tap beverage platforms — adapting the pitch and the math to each account type.
  • For hospitality accounts: tailor the sales call to hospitality buyer language — guest experience, service standards, brand fit, banquet and in-room programs.
  • For foodservice accounts: tailor the sales call to foodservice buyer language — cost per serving, dining program economics, employee or student satisfaction.
  • Execute account-level pull-through of national contracts and Joint Business Plans (JBPs) negotiated by the National Account Manager (NAM) team across both channels.
  • Carry the math on every account — current spend, total category opportunity, wallet share gap, and margin profile, regardless of channel.
  • Lead product samplings at every meaningful call — adapt the product and the demonstration format to the account type.
• Buyer Relationships — Both Channels
  • Build relationships with hospitality property General Managers, Food & Beverage (F&B) Directors, Beverage Managers, and Executive Chefs.
  • Build relationships with foodservice directors, contract dining managers, healthcare Food & Beverage (F&B) leadership, and College & University (C&U) dining services teams.
  • Coordinate with onsite Compass, Sodexo, Aramark, and Canteen district leadership at foodservice accounts where applicable.
  • Coordinate with management company regional Food & Beverage (F&B) leadership at hospitality accounts where applicable.
• Cross-Functional Partnership
  • Coordinate with both the Hospitality and Foodservice National Account Manager (NAM) teams on property-level and account-level pull-through.
  • Partner with the Regional Foodservice Manager on distributor Operating Company (OPCO) pull-through at foodservice accounts.
  • Partner with the Territory Education Manager for installation training, post-installation audits, and barista or staff training.
  • Coordinate with service operations on installation, preventive maintenance, and equipment repair.
  • Partner with channel marketing on co-op programs at leading accounts across both channels.
  • Coordinate with client services on order accuracy, ticket resolution, and customer service handoffs.
• Reporting and Pipeline Discipline
  • Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
  • Deliver consistent pipeline updates and forecasts to the Regional Director — broken out by hospitality vs. foodservice segment.
  • Participate in monthly regional calls, quarterly business reviews, and quarterly ride-alongs with the Regional Director.

Requirements

• 3-7 years of Consumer Packaged Goods (CPG), foodservice, or coffee industry sales experience in a field-based role, with experience across both hospitality and foodservice channels strongly preferred.
• Comfort selling to both hospitality buyers (General Managers, Food & Beverage (F&B) Directors, Beverage Managers) and foodservice buyers (foodservice directors, contract dining managers, healthcare Food & Beverage (F&B) leadership).
• Familiarity with foodservice distributor Operating Companies (OPCOs) a plus.
• Proven hunter mindset — a track record of consistent net new account acquisition across multiple account types.
• Strong consultative selling skills — discovery, value framing, objection handling, and close.
• Ability to switch contexts quickly between hospitality and foodservice buyer language and economics.
• Comfort with a heavy field cadence and a market-based role.
• Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required.

Qualifications

• Bachelor’s degree in a related field, or years of experience in combination with education.

Schedule

• 60%+ travel within the assigned market.

About Us

Chobani is a food maker with a mission of making high-quality and nutritious food accessible to more people, while elevating our communities and making the world a healthier place. In support of this mission, Chobani is a purpose-driven, people-first, food-and-wellness-focused company, and has been since its founding in 2005. The Company manufactures yogurt, oat milk, and creamers — Chobani yogurt is America's No.1 yogurt brand, made with natural ingredients without artificial preservatives. Following the 2023 acquisition of La Colombe, a leading coffee roaster with a shared commitment to quality, craftsmanship, and impact, the Company began selling cold-pressed espresso and lattes on tap at cafés nationwide, as well as Ready to Drink (RTD) coffee beverages at retail. In 2025, Chobani acquired Daily Harvest, a modern brand offering consumers nutritious, delicious, and convenient ready-to-make meals. Chobani uses food as a force for good in the world — putting humanity first in everything it does.

Pay

The salary range for this full-time position is $74,500.00 - $117,700.00, plus bonus, equity, and benefits.

Benefits

• Comprehensive benefits package, including medical, dental, vision coverage, disability insurance, health savings account, and flexible spending accounts.
• 401k match of 100% on up to 5% of eligible pay.
• Fertility and childcare assistance, and 12 weeks of parental leave at full pay after six months of continuous employment.
• Wellness resources including an employee assistance program, fitness discounts, a wellness reimbursement, on-site gym access (certain locations), and a monthly wellness newsletter.
• 120 hours of paid time off, 11 holidays, and paid volunteer time off.