Foodservice Business Development / Account Manager

 

Description:

You will own prospecting, relationship-building, contract negotiation, and ongoing management of key foodservice and distribution partners in the NYC and Northeast regions. Reporting to the VP of U.S. Foodservice, your mission is to accelerate Morning Made’s presence on café menus, in back-of-house systems, and onboard national and regional operators through best-in-class service and strategic growth initiatives.

 

Key Responsibilities

New Business Development

Identify and qualify new foodservice and distributor targets (e.g., Sysco, US Foods, GFS) in the NYC & Northeast territories.

Lead outreach campaigns, cold calls, and in-person pitches to secure distribution agreements and menu placements.

 

Account Management & Growth

Serve as the primary liaison for existing distributor and operator partners—driving reorder velocity, promotional campaigns, and multi-SKU rollouts (matcha, turmeric, beetroot, etc.).

Develop and execute co-marketing initiatives, sampling events, and menu integration support.

 

Negotiation & Pricing Strategy

Craft tiered pricing models, volume discounts, and rebate structures that secure ≥50% gross margin while remaining competitive.

Negotiate terms, SLAs, and forecasting commitments with national/regional distributors.

 

Cross-Functional Collaboration

Coordinate closely with Supply Chain on inventory planning, lead times, and co-man scheduling to meet launch dates.

Partner with Marketing to create POS materials, digital menu assets, and branded training tools for baristas and chefs.

 

Reporting & Market Intelligence

Maintain a robust pipeline CRM (Salesforce/HubSpot) with weekly forecasts, deal stages, and account insights.

 

Trade & Training

Represent Morning Made at industry tradeshows (e.g., NRA Show, SCA Expo) and local coffee festivals. Lead barista workshops, foodservice staff trainings, and virtual demos.

 

Required Qualifications

3+ years of direct foodservice sales or account management experience—ideally with a coffee brand or specialty beverage company.

 

Proven track record working with major foodservice distributors (Sysco, US Foods, GFS, UNFI, etc.) and closing deals at regional or national levels.

 

Deep understanding of foodservice channels, margin structures, contract frameworks, and ordering systems (e-commerce portals, broadline distributor platforms).

 

Exceptional negotiation, presentation, and relationship-building skills, with a consultative sales approach.

 

Strong financial acumen: P&L analysis, margin modeling, and forecasting proficiency.

Proficiency in CRM tools (Salesforce or HubSpot) and business intelligence/reporting platforms (Tableau, Google Data Studio).

 

Willingness to travel to attend national trade events.