Market Development Representative

Market Development Representative

The Market Development Representative exists to grow the DSD business by opening accounts that do not exist today. This is a hunting role, deliberately distinct from our Route Sales Representative position: the Market Development Representative does not run a fixed route, does not deliver product, and is not measured on same-store volume.

Success in this role means new operators signed, new equipment placed, and distributor partners actively selling Sunny Sky brands in territory. The Market Development Representative works ahead of the route network — identifying opportunity, closing the account, coordinating equipment installation and initial training, and then transitioning the account to ongoing service so the next opportunity can be pursued.

Key responsibilities

• New account development
• Identify and qualify new account opportunities across convenience, foodservice, entertainment, education, and chain segments within the assigned territory.
• Conduct discovery, product demonstrations, and tastings; build and present proposals covering product, equipment, pricing, and program support.
• Negotiate and close new business consistent with Sunny Sky pricing, margin, and program guidelines.
• Pipeline discipline. Maintain an accurate, current opportunity pipeline in the company CRM, including stage, expected volume, and close timing.

• Equipment placement and program execution
• Recommend and place dispensed beverage equipment appropriate to the account's volume, footprint, and product mix, within approved authority limits.
• Installation coordination. Coordinate installation scheduling with the Equipment Service organization and confirm the account is operational and producing to standard.
• Operator training. Train account staff on product preparation, equipment operation, daily cleaning, and quality standards at launch.
• Merchandising launch. Ensure point-of-sale materials, menu presence, and initial merchandising are executed at opening.

• Distributor partnership
• Build and maintain working relationships with distributor sales organizations in the territory.
• Conduct product training, sales blitzes, and ride-alongs with distributor representatives to build Sunny Sky selling capability.
• Represent Sunny Sky at distributor food shows, trade shows, and customer events.

• Territory and account transition
• Territory planning. Develop and maintain a territory plan identifying priority segments, target accounts, and coverage cadence.
• Transition newly opened accounts to the appropriate route or service resource according to the established handoff standard, with complete account documentation.
• Market intelligence. Report competitive activity, pricing pressure, product gaps, and emerging segment trends to regional sales leadership.

• Administration
• Submit call reports, pipeline updates, expense reports, and sample usage on the required cadence.
• Budget stewardship. Manage assigned travel, entertainment, and sample budgets within approved limits.
• Operate consistently with Sunny Sky policy, food safety and quality standards, and all applicable federal, state, and local requirements.

Success measures — first twelve months

• New accounts opened. Achievement of the assigned new account target for the territory.
• Equipment placements. Achievement of the assigned equipment placement target, with installations completed and operating.
• Revenue from new business. Annualized revenue generated from accounts opened during the period.
• Account survival. Percentage of accounts opened that remain active and producing at the twelve-month mark.
• Distributor activity. Number of distributor training sessions, ride-alongs, and shows completed in territory.
• Pipeline health. Maintenance of a qualified pipeline sufficient to cover forward-quarter targets.

Candidate profile

Required qualifications

• Three or more years of outside sales experience in beverage, food service, or consumer packaged goods, with demonstrated new business development results.
• Proven track record of opening new accounts and closing business independently.
• Working knowledge of dispensed beverage, foodservice, or convenience channel operations.
• Comfort with CRM discipline and consistent, accurate activity reporting.
• Valid driver's license and a driving record meeting company insurability standards.
• Ability to travel 60–75% within the assigned territory, including occasional overnight travel.
• High school diploma or equivalent required.

Preferred qualifications

• Bachelor's degree in business, marketing, or a related field.
• Direct store delivery or distributor-model sales experience.
• Experience placing and supporting dispensed beverage equipment.
• Established operator or distributor relationships within the assigned territory.
• Bilingual English and Spanish.

Competencies

• Self-direction. Plans and executes a territory without daily supervision.
• Sustains prospecting activity through rejection and long sales cycles.
• Operator credibility. Speaks the operator's language on labor, throughput, waste, and margin.
• Works effectively with route sales, equipment service, and distributor partners on shared accounts.
• Represents pricing, program terms, and product capability accurately.

Physical requirements and working conditions

The physical demands described here are representative of those that must be met to successfully perform the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Frequent driving, including extended periods behind the wheel.
• Frequent standing and walking during account visits, demonstrations, and trade shows.
• Occasional lifting and carrying of product samples, point-of-sale materials, and demonstration equipment up to 50 pounds.
• Occasional bending, kneeling, and reaching in connection with equipment placement and merchandising.
• Regular exposure to customer environments including kitchens, walk-in coolers, and retail floors, with varying temperatures and noise levels.
• Regular use of a computer, mobile device, and CRM applications.

Compensation and benefits

Competitive base salary commensurate with experience, plus an incentive plan tied to new account and equipment placement performance. Vehicle allowance or company vehicle, mobile device, and expense reimbursement provided. Comprehensive benefits including medical, dental, vision, life insurance, and 401(k) with company match.