Account Executive for Travel and Retail

Job Description

Job Description

Account Executive – Specialty Retail & Food SalesCompany Overview

Astor Chocolate is a fourth-generation, family-owned manufacturer with more than 90 years of experience creating premium chocolate products for specialty retailers, gourmet food stores, hospitality, travel retail, foodservice, and corporate gifting markets. We are passionate about innovation, quality, and building lasting customer partnerships that drive mutual growth.

We are seeking a relationship-driven Account Executive who thrives on developing existing business while identifying new opportunities within the specialty food and retail marketplace. This individual will serve as a trusted advisor to customers, helping them grow their business through strategic product recommendations, exceptional service, and innovative solutions.

Position Summary

The Account Executive is responsible for managing and growing an assigned portfolio of accounts while actively pursuing new business opportunities within the specialty retail and food industry. This role combines strategic account management with consultative business development, requiring someone who is equally comfortable nurturing long-term customer relationships and prospecting new clients.

The ideal candidate is highly organized, proactive, customer-focused, and motivated by achieving sales growth through exceptional service and strategic selling.

Essential ResponsibilitiesAccount Management & Customer Success

• Manage and grow an assigned portfolio of existing customer accounts.

• Build strong, long-term relationships through proactive communication and regular business reviews.

• Monitor customer purchasing trends and identify opportunities to increase sales and product assortment.

• Introduce new products, seasonal programs, and promotional opportunities that align with customer needs.

• Provide outstanding customer support by resolving issues quickly and coordinating with internal teams to ensure customer satisfaction.

• Review pricing, product mix, and account profitability to maximize long-term business growth.

• Maintain accurate customer records, sales activities, forecasts, and pipeline information within the CRM system.

• Partner with Operations, Marketing, Product Development, and Customer Service to deliver an exceptional customer experience.

Business Development

• Identify and develop new business opportunities within specialty retail, gourmet food, hospitality, foodservice, and related channels.

• Research prospective customers through market analysis, networking, industry events, LinkedIn, referrals, and outbound prospecting.

• Conduct discovery conversations to understand customer needs and develop customized product solutions.

• Prepare presentations, product recommendations, pricing proposals, and sample programs.

• Lead sales presentations both virtually and in person.

• Negotiate pricing and terms while maintaining company profitability objectives.

• Consistently manage and advance a healthy sales pipeline to achieve revenue goals.

Market Intelligence & Industry Engagement

• Stay informed on industry trends, consumer preferences, competitive products, and emerging market opportunities.

• Gather customer feedback and provide recommendations that support product innovation and future development.

• Represent the company at industry trade shows, customer meetings, and networking events.

• Build relationships with corporate buyers and decision-makers across targeted national and regional accounts.

Sales Planning & Performance

• Achieve monthly, quarterly, and annual sales objectives.

• Develop accurate sales forecasts and revenue projections.

• Conduct quarterly business reviews for key accounts.

• Identify opportunities to improve sales processes and customer experience.

Qualifications

• Bachelor's degree in Business, Marketing, or related field preferred.

• Minimum of 5 years of B2B sales or account management experience.

• Experience within food manufacturing, specialty food, gourmet retail, consumer packaged goods (CPG), hospitality, or related industries strongly preferred.

• Proven success managing customer relationships while generating new business.

• Experience presenting to buyers and decision-makers.

• Proficiency with Microsoft Office, CRM platforms, and virtual meeting technology.

• Ability to travel for customer meetings and industry trade shows as needed.

Knowledge, Skills & Competencies

• Strong relationship-building and consultative selling skills.

• Excellent verbal, written, and presentation communication skills.

• Highly organized with exceptional follow-through and attention to detail.

• Self-motivated with the ability to prioritize multiple projects in a fast-paced environment.

• Strong analytical and problem-solving abilities.

• Collaborative team player who works effectively across departments.

• Customer-first mindset with a passion for delivering exceptional service.

• Ability to identify growth opportunities and translate them into sales results.

• Support cross-functional projects and company initiatives as assigned.

• Provide coverage and assistance for team members during planned absences when needed.

• Contribute ideas that improve sales processes, customer experience, and operational efficiency.

Travel

Some travel is required for customer visits, business development and trade shows. 

Compensation & Benefits

We offer a competitive compensation package including:

• Medical, Dental, Vision Insurance
• 401(k) with company match
• Paid Time Off (PTO) & Paid Holidays
• Life and Disability Insurance
• Employee Assistance Program (EAP)
• Professional Development Opportunities