Account Executive (Food Broker)

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.
• 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.
• 35 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.