Account Executive

BROAD FUNCTION AND SCOPE OF POSITION:

• The Account Executive (AE) is responsible for driving revenue growth, expanding market presence, and strengthening distributor and operator relationships within an assigned geographic territory.
• This role serves as a strategic sales partner and brand advocate, representing some of the most recognized food brands in the industry.
• Operating with a consultative, relationship-driven approach, the Account Executive balances high-level sales strategy with hands-on execution.
• This role combines strategic thinking and practical implementation, ensuring initiatives are effectively carried out in the field.
• Responsibilities include managing distributor relationships, influencing buyers and merchandisers, executing local market initiatives, and independently overseeing the full sales cycle from prospecting through close while maintaining accurate CRM reporting.
• With the support of Market Leadership the Account Executive plays a critical role in building brand awareness, increasing market demand, and delivering value for both clients and customers.

PRINCIPAL RESPONSIBILITIES:

• Sales Strategy & Revenue Growth Develop and execute specific sales strategies and trimester planning to achieve revenue targets and grow market share. ‑ Create and implement trimester action plans with clear objectives, timelines, and performance metrics.
• Prospect, generate leads, and expand both new and existing distributor and operator accounts to build an effective sales pipeline.
• Distributor & Customer Relationship Management Build, maintain, and strengthen relationships with distributor leadership, buyers, merchandisers, sales teams, and operator customers.
• Act as a trusted advisor by identifying business needs and delivering value-based solutions for all partners- based solutions.
• Collaborate with Local Leadership Organizations (LLOs), segment specialists, and internal stakeholders to maximize market impact.
• Assist in Managing distributor reviews and coordinating manufacturer market visits.
• Influence distributor decision making and align client priorities with client brand strategies to achieve shared business goals.
• Sales Execution & Account Support Prepare and deliver compelling sales presentations, proposals, pricing recommendations, rebates, and promotional programs.
• Collaborate closely with manufacture partners to ensure consistent market activation.
• Manage pricing agreements and negotiate marketing programs within company guidelines.
• Ensure all distributor documentation and required information is accurate, complete, and submitted on time.
• Respond to customer inquiries promptly and professionally and document interactions into CRM.
• Pipeline Management, CRM & Reporting Independently manage a strong sales pipeline that follows the full sales cycle using CRM tools to ensure data integrity and workflow efficiency.
• Log all sales calls, activities, and account updates consistently in CRM.
• Provide timely and accurate reports to management, manufacturers, and internal partners.
• Monitor competitive activity, industry trends, and local market conditions; communicate insights to leadership.
• Events, Training & Industry Engagement Plan, coordinate, and execute food shows, seminars, distributor training, and customer events when applicable.
• Attend and actively participate in trade shows, distributor events, and strategic sales meetings.
• Represent the company professionally at all industry engagements.
• Complete all assigned training modules in full and on time.
• EDUCATION AND EXPERIENCE REQUIREMENTS Bachelor’s degree in business, Marketing, Hospitality, Culinary Arts, or a related field preferred; equivalent experience considered. 3–5 years of experience in foodservice sales, brokerage, or distribution.
• Restaurant operations or culinary experience strongly preferred.
• Proven ability to grow accounts and manage a territory independently.
• Experience working with CRM systems and Microsoft Office Suites COMPETENCIES Strategic Sales Planning & Territory Management – Develops and executes focused territory strategies and action plans to achieve revenue targets, grow market share, and align brand priorities with market opportunities.
• Consultative Selling & Influencing – Uses a relationship-driven, value-based approach to uncover customer needs, influence distributor and operator decision-makers, and secure profitable business outcomes.
• Distributor & Operator Relationship Management – Builds and sustains strategic, trust-based partnerships with distributor leadership, buyers, sales teams, merchandisers, and operators to drive long-term growth.
• Revenue Growth & Pipeline Management – Independently manages the full sales cycle from prospecting through close, while maintaining a strong, accurate pipeline to consistently deliver results.
• Execution & Accountability – Translates strategy into disciplined in-market execution, ensuring accurate CRM reporting, timely follow-through, and achievement of performance commitments.
• PERSONAL SKILLS AND CHARACTERISTICS Self-motivated, proactive, and results driven.
• Strong verbal and written communication skills.
• Ability to present effectively to individuals and groups at all organizational levels.
• High attention to detail with the ability to manage competing priorities.
• Creative, flexible, and solution-oriented mindset.
• Proficient with Microsoft Office (Word, Excel, PowerPoint, Outlook) and CRM systems.
• Comfortable working independently in a field.
• Field-based role .

PHYSICAL REQUIREMENTS & WORKING CONDITIONS Typical work schedule:

• Monday through Friday, 8:00 a.m. – 5:00 p.m.
• Some flexibility is required for early starts or late days due to food shows or sales meetings.
• Frequent local travel throughout assigned territory; daily driving required.
• Some overnight travel may be required for food shows or sales meeting.
• Valid driver’s license, reliable transportation, proof of insurance, and clean driving record required.
• Ability to stand for extended periods during food shows and events.
• Ability to lift and transport product samples and materials up to 50 pounds.
• Overnight travel may be required during peak trade show seasons.

Salary Range:

• $80,000-$100,000 The Affinity Group is an Equal Opportunity Employer.
• We celebrate diversity and are committed to creating an inclusive environment for all employees.
• We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
• All employment is decided on the basis of qualifications, merit, and business need.
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