Territory Sales Representative - Foodservice

Territory Sales Representative - Foodservice

Stratas Foods LLC is the leading supplier of fats and oils to the Foodservice, Food Ingredients and Retail Private Label markets in North America and is a producer of quality bulk and packaged dressings, mayonnaise and sauces. Stratas Foods was formed in October 2008 as a 50/50 joint venture between ACH Food Companies (ACH) and Archer Daniels Midland (ADM).

Manufacturing facilities are located in Dallas and Houston, TX; Decatur and Quincy, IL; Englewood, NJ; Hillside, NJ; Fresno, CA; Nashville, TN; and Valdosta, GA. Corporate offices are located in Memphis, TN. We are committed to maintaining a progressive workplace by utilizing the ideas, skills and talents of all of our employees. We strive to make Stratas Foods a great place to work and are building a team capable of meeting our business goals.

Territory Geographic Area: New England, Upstate New York and/or Eastern Pennsylvania

Job Description

This full-time, field-based sales position reports to the Division Manager within Stratas Foods' Foodservice division. The Territory Sales Representative is responsible for accelerating volume growth and expanding market share of Stratas Foods brands through consultative, value-driven selling across an assigned territory.

This is a high-activity role focused on direct operator engagement, product demonstrations, and new business development. Success in this role requires disciplined territory planning, strategic execution, and collaborative engagement with distributors, broker partners and cross-functional sales teams.

The incumbent must reside within the assigned territory and operate with minimal supervision while effectively prioritizing competing initiatives and executing strategic direction provided by the Division Manager.

Key Responsibilities

• Serve as the field representative for the full Stratas portfolio, with primary focus on growing Stratas National Brands while supporting value and custom product solutions.
• Execute a distributor-aligned, operator-focused sales strategy targeting regional chains and large leveraged operators to drive sustainable volume growth.
• Develop and execute a comprehensive territory plan including target accounts, call cadence, pipeline priorities, and annual growth objectives.
• Lead operator conversion efforts through timely lead follow-up, structured fry test management, and consultative product recommendations.
• Identify and develop new customer opportunities to expand distribution and penetration.

Product Demonstration & Technical Selling

• Conduct product demonstrations including fry tests, product cuttings, and application-based trials across specialty oils, mayonnaise, dressings, sauces, and bakery shortenings.
• Provide technical expertise, performance comparisons, and value justification to support brand conversion and defend premium positioning.

Channel & Relationship Management

• Build and maintain strategic relationships with key decision-makers across operators, distributors, and brokers to drive territory growth.
• Partner with distributor representatives, broker organizations, and Stratas cross-functional sales teams to align execution plans and accelerate territory performance.

Performance & Administration

• Utilize Salesforce daily to manage opportunities, maintain pipeline visibility, and adhere to the defined sales process.
• Analyze sales performance, monitor competitive activity, and manage expenses within budget.
• Complete administrative responsibilities including expense reporting, contract coordination, and timely communication.
• Participate in sales meetings, trade shows, and professional development opportunities.

Travel

• Ability to travel up to 50% within the assigned territory.
• Must be able to fly/drive to markets.

Core Competencies

• Consultative Selling Acumen Ability to articulate value propositions and balance cost versus performance across a branded portfolio.
• Communication Excellence Strong verbal, written, and interpersonal communication skills across both virtual and in-person environments.
• Presentation & Demonstration Skills Confidently deliver technical product demonstrations and training sessions.
• Territory Management & Planning Strong organizational skills with ability to prioritize and execute independently.
• Business & Financial Acumen Understand distributor economics, operator margins, and competitive positioning.
• Collaboration Works effectively across cross-functional teams and external partners.

Qualifications

Education

• High School Diploma or equivalent required. Bachelor's degree in Sales, Marketing, Business Administration, Culinary Arts, or related field preferred.
• Associate degree with relevant experience considered.

Experience

• Minimum 3 years of foodservice, distributor, broker, or manufacturer sales experience required.
• Culinary training or hands-on kitchen experience a plus.

Technical Skills

• Proficient in Microsoft Office applications.
• Experience with Salesforce or similar CRM preferred.

Certifications, Licenses, Registrations:

• Valid Driver's License

Additional information

• Qualified candidates must currently reside within the territory geographic area: New England, Upstate New York and/or Eastern Pennsylvania

Additional Information

Physical: Typical activities may include prolonged periods of sitting or standing, using a computer, and occasional movement within the workplace. Ability to lift 50 pound shortening cube.

Sensory: Requires clear verbal and written communication skills to interact effectively with team members and others. Active listening and attention to detail are essential.

Mental/Reasoning: Must be able to prioritize tasks, manage time effectively, and adapt to changing demands. Requires strong organizational skills, dependability, and the ability to work independently or as part of a team. Must demonstrate sound judgment, professionalism, and discretion.

Pay Range: $75,153.00 $110,000

Annual Bonus Incentive: 10%

Benefits: Medical, Dental, Vision