Territory Manager, Foodservice

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. Following the 2023 acquisition of La Colombe, a leading coffee roaster with a shared commitment to quality, craftsmanship, and impact, the company expanded its portfolio to include cold-pressed espresso, lattes on tap, and ready-to-drink coffee beverages.

About the role

The Territory Manager (TM), Foodservice owns the foodservice account base for La Colombe in an assigned market. This role covers Business & Industry (B&I) corporate dining, healthcare systems (hospitals and academic medical centers), and College & University (C&U) non-commercial dining programs. The TM is the visible face of La Colombe at the account level, selling coffee programs, cold brew, Office Coffee Service (OCS) solutions, and on-tap beverage platforms to foodservice directors, contract dining managers, healthcare F&B leadership, and university food service teams. The role partners with the National Account Manager (NAM) team on enterprise pull-through and the Regional Foodservice Manager on distributor and contract-dining motions in the market.

Responsibilities

• Territory Ownership — Foodservice
  • Carry a revenue book of foodservice accounts in the assigned market and hit quota.
  • Hunt consistently for new Business & Industry (B&I), healthcare, and College & University (C&U) accounts in the patch.
  • Defend the existing book through strong account retention and proactive foodservice director engagement.
  • Build and maintain a healthy pipeline across all stages of the sales cycle.
  • Be the visible La Colombe presence at leading foodservice accounts across B&I, healthcare, and C&U in the market.
• Foodservice-Specific Sales Execution
  • Sell brewed coffee programs, cold brew on-tap, Office Coffee Service (OCS) solutions, and on-tap beverage platforms tailored to foodservice settings.
  • Tailor the sales call to foodservice buyer language — cost per serving, employee or student satisfaction, dining program economics, contract dining considerations.
  • Execute account-level pull-through of national contracts and Joint Business Plans (JBPs) negotiated by the National Account Manager (NAM) team and the Regional Foodservice Manager.
  • Build per-serving cost models, distribution economics, and Limited-Time Offer (LTO) program proposals tailored to foodservice operators.
  • Lead product samplings at every meaningful call — brewed coffee or cold brew demonstrations as appropriate to the account.
• Buyer Relationships
  • Build relationships with corporate Business & Industry (B&I) foodservice directors, hybrid dining program leads, and onsite contract dining managers.
  • Develop relationships with healthcare system Food & Beverage (F&B) directors, hospital foodservice leadership, and academic medical center dining teams.
  • Build relationships with College & University (C&U) dining services directors at self-operated programs and at programs run by contract dining partners.
  • Coordinate with onsite Compass, Sodexo, Aramark, and Canteen district leadership where applicable.
• Distributor and Operating Company Partnership
  • Coordinate with foodservice distributor Operating Companies (OPCOs) on pull-through and joint sales activity.
  • Partner with distributor sales representatives on ride-alongs and joint customer calls.
  • Coordinate with the Regional Foodservice Manager on Sales Performance Incentive Fund (SPIFF) programs and distributor incentive activations in the market.
• Cross-Functional Partnership
  • Coordinate with the National Account Manager (NAM) team and the Director, Compass/Sodexo/Aramark on enterprise pull-through at concessionaire-managed accounts.
  • Partner with the Territory Education Manager for installation training, post-installation audits, and barista or staff training where applicable.
  • Coordinate with service operations on installation, preventive maintenance, and equipment repair.
  • Partner with channel marketing on co-op programs at leading foodservice accounts.
  • 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.
  • 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 significant time selling into Business & Industry (B&I), healthcare, or College & University (C&U) foodservice.
• Prior experience selling through foodservice distributor Operating Companies (OPCOs) strongly preferred.
• Familiarity with Compass, Sodexo, Aramark, and Canteen district structures a plus.
• Comfort speaking the language of foodservice buyers — cost per serving, dining program economics, contract dining workflows.
• Proven hunter mindset — a track record of consistent net new account acquisition.
• Strong consultative selling skills — discovery, value framing, objection handling, and close.
• 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 equivalent years of experience in combination with education.

Travel

60%+ within the assigned market.

Pay

The salary range for this full-time position is $74,500.00 - $117,700.00, plus bonus, equity, and benefits. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

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 (at certain locations), and a monthly wellness newsletter.
• 120 hours of paid time off, 11 holidays, and paid volunteer time off.