Market Development Representative

Description

The Market Development Representative is responsible for driving sales growth and new business development within an assigned territory by identifying, developing, and converting qualified opportunities into successful operator partnerships. This role is focused on expanding market presence, achieving sales objectives, and supporting new operators through onboarding and early-stage business development.

This role requires strong relationship-building, prospecting, communication, and organizational skills, along with the ability to manage multiple priorities in a fast-paced field environment.

The ideal candidate is goal-oriented, self-motivated, adaptable, and capable of building strong operator relationships while driving market growth and brand expansion.

Essential Duties and Responsibilities

• Achieve assigned market sales targets related to lead generation, qualified new business acquisition, sales funnel progression, operator onboarding, and distribution of new products and initiatives.
• Identify, prospect, and develop new business opportunities through cold calling, networking, referrals, relationship building, and market analysis.
• Manage and maintain an active sales funnel, ensuring consistent follow-up, pipeline accuracy, and timely progression of opportunities.
• Qualify prospective operators and locations to ensure alignment with company standards, operational expectations, and long-term business success.
• Partner closely with Store Opening teams to support customer funnel management, pre-opening readiness, onboarding coordination, and successful transition into operations.
• Conduct Pre-store Opening checklist and prepare new operators for opening by ensuring they understand processes, timelines, expectations, and available support resources.
• Analyze market trends, sales performance, and territory opportunities to effectively prioritize efforts and develop strategic action plans.
• Spend significant time in the field building relationships, generating leads, conducting follow-up visits, and executing sales best practices.
• Support implementation and distribution of new products, programs, promotions, and operational initiatives within the assigned market.
• Maintain accurate reporting, documentation, pipeline tracking, and customer information within company systems and CRM platforms.
• Solve practical business challenges by identifying actionable solutions and escalating issues when needed to support operator success.
• Foster strong relationships with operators, store teams, suppliers, and internal business partners.
• Support onboarding and field training efforts for new Market Development Representatives as needed.
• Represent the brand professionally and consistently while reinforcing company standards, culture, and values.
• Maintain clear communication with Regional Sales Leaders regarding market conditions, pipeline activity, opportunities, risks, and business performance.

Requirements

• High school diploma or GED required.
• Current ServSafe Food Handler Certification, or ability to obtain within the first 60 days.
• Minimum 3 years of field sales, business development, or territory management experience.
• Strong communication, negotiation, relationship-building, and organizational skills.
• Demonstrated ability to manage multiple priorities and work effectively in a fast-paced field environment.
• Strong problem-solving and decision-making abilities with the ability to adapt quickly to changing priorities.
• Ability to work cross-functionally and collaborate effectively with multiple departments and stakeholders.
• Comfortable working independently while maintaining accountability to goals and performance expectations.
• Proficiency with Microsoft Office Suite, email platforms, CRM systems, and internet-based applications.
• Familiarity with Salesforce or similar CRM platforms preferred.
• Ability to travel extensively within the assigned market, including overnight travel as needed.
• Valid driver’s license with a clean driving record and ability to meet company travel requirements.

Benefits

• Medical, Dental, and Vision Insurance
• 401(k) with Company Match
• Wellness Program
• Unlimited Paid Time Off
• Ongoing Team Member Development