Deal execution

• Own the full deal cycle from first meeting through fulfillment, including multi-unit and multi-year chain agreements
• Negotiate directly with VP-level supply chain, procurement, and F&B leadership
• Coordinate operator wins with distribution to ensure product is stocked, priced, and pulled through correctly

Distributor network

• Establish and manage relationships with broadline and specialty foodservice distributors and redistribution partners
• Secure new stocking positions and negotiate distributor programs: deviated pricing, rebates, and marketing support
• Educate and activate distributor sales reps so our products get presented, cut, and sold without us in the room

Commercial infrastructure

• Maintain rigorous pipeline hygiene: stages, touchpoints, forecasting, and win/loss learnings
• Feed market intelligence back to R&D and leadership: competitive moves, pricing signals, menu and application gaps
• Help define channel strategy: segment prioritization, distributor network design, and pricing architecture for foodservice

Who You Are

• 8+ years of B2B sales or business development experience in foodservice or food ingredient sales
• An established, active network of decision-makers at QSR, fast casual, coffee, convenience, or hospitality chains and commercial bakeries; you can generate first meetings from your own relationships, not just cold outreach
• Established relationships with broadline and specialty foodservice distributors, and hands-on experience getting a new product stocked, programmed, and pulled through distribution
• Track record of landing new chain accounts and multi-unit programs, with named wins you can speak to
• Experience selling at the VP and C-suite level across supply chain, procurement, culinary, and F&B leadership
• Experience in food required; commercial bakery, coffee, or beverage programs strongly preferred
• Experience selling novel or innovative ingredients or products where category education is part of the sale is a plus
• Proven track record sourcing and closing new business, not just managing inherited accounts
• Comfortable selling a technical product to culinary, procurement, and operations stakeholders simultaneously
• Fluent in foodservice sales mechanics: cuttings, menu tests, LTOs, distributor programs, deviated pricing, commissary and co-manufacturing models
• Self-directed and resourceful; you build your own target lists, materials, and processes when they do not exist

Why This Role

Commodity prices across cocoa and coffee have hit historic highs, and foodservice operators are fighting to protect menu price points and beverage margins without sacrificing quality. You will be selling products with a genuine tailwind, a real cost and sustainability story, and manufacturing capacity ready to scale behind them. And you will not just be working a territory: you will be building a channel from the ground up, with the relationships you have spent a career earning as the foundation.

Originally posted on Himalayas