Territory Manager

Summary

The Territory Manager (TM), Foodservice owns the foodservice account base for La Colombe in an assigned market. The role covers Business & Industry (B&I) corporate dining, healthcare systems (hospitals and academic medical centers), and College & University (C&U) non-commercial dining programs. The Territory Manager (TM), Foodservice is the visible face of La Colombe at the account level across this segment - selling coffee programs, cold brew, Office Coffee Service (OCS) solutions, and on-tap beverage platforms to foodservice directors, contract dining managers, healthcare Food & Beverage (F&B) leadership, and university food service teams. The role partners with the National Account Manager (NAM) team on enterprise pull-through and the Regional Foodservice Manager on distributor and contract-dining motions in the market.

Responsibilities

Territory Ownership - Foodservice

• Carry a revenue book of foodservice accounts in the assigned market and hit quota.
• Hunt consistently for new Business & Industry (B&I), healthcare, and College & University (C&U) accounts in the patch.
• Defend the existing book through strong account retention and proactive foodservice director engagement.
• Build and maintain a healthy pipeline across all stages of the sales cycle.
• Be the visible La Colombe presence at leading foodservice accounts across Business & Industry (B&I), healthcare, and College & University (C&U) in the market.

Foodservice-Specific Sales Execution

• Sell brewed coffee programs, cold brew on-tap, Office Coffee Service (OCS) solutions, and where applicable, on-tap beverage platforms tailored to foodservice settings.
• Tailor the sales call to foodservice buyer language - cost per serving, employee or student satisfaction, dining program economics, contract dining considerations.
• Execute account-level pull-through of national contracts and Joint Business Plans (JBPs) negotiated by the National Account Manager (NAM) team and the Regional Foodservice Manager.
• Build per-serving cost models, distribution economics, and Limited-Time Offer (LTO) program proposals tailored to foodservice operators.
• Lead product samplings at every meaningful call - brewed coffee or cold brew demonstrations as appropriate to the account.

Buyer Relationships

• Build relationships with corporate Business & Industry (B&I) foodservice directors, hybrid dining program leads, and onsite contract dining managers.
• Develop relationships with healthcare system Food & Beverage (F&B) directors, hospital foodservice leadership, and academic medical center dining teams.
• Build relationships with College & University (C&U) dining services directors at self-operated programs and at programs run by contract dining partners.
• Coordinate with onsite Compass, Sodexo, Aramark, and Canteen district leadership where applicable.

Distributor and Operating Company Partnership

• Coordinate with foodservice distributor Operating Companies (OPCOs) on pull-through and joint sales activity.
• Partner with distributor sales representatives on ride-alongs and joint customer calls.
• Coordinate with the Regional Foodservice Manager on Sales Performance Incentive Fund (SPIFF) programs and distributor incentive activations in the market.

Cross-Functional Partnership

• Coordinate with the National Account Manager (NAM) team and the Director, Compass/Sodexo/Aramark on enterprise pull-through at concessionaire-managed accounts.
• Partner with the Territory Education Manager for installation training, post-installation audits, and barista or staff training where applicable.
• Coordinate with service operations on installation, preventive maintenance, and equipment repair.
• Partner with channel marketing on co-op programs at leading foodservice accounts.
• Coordinate with client services on order accuracy, ticket resolution, and customer service handoffs.

Reporting and Pipeline Discipline

• Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
• Deliver consistent pipeline updates and forecasts to the Regional Director.
• Participate in monthly regional calls, quarterly business reviews, and quarterly ride-alongs with the Regional Director.

Requirements

EXPERIENCE NEEDED

• 3-7 years of Consumer Packaged Goods (CPG), foodservice, or coffee industry sales experience in a field-based role, with significant time selling into Business & Industry (B&I), healthcare, or College & University (C&U) foodservice.
• Prior experience selling through foodservice distributor Operating Companies (OPCOs) strongly preferred.
• Familiarity with Compass, Sodexo, Aramark, and Canteen district structures a plus.
• Comfort speaking the language of foodservice buyers - cost per serving, dining program economics, contract dining workflows.
• Proven hunter mindset - a track record of consistent net new account acquisition.
• Strong consultative selling skills - discovery, value framing, objection handling, and close.
• Comfort with a heavy field cadence and a market-based role.
• Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required.

EDUCATION

• Bachelor's degree in a related field, or years of experience in combination with education

TRAVEL

• 60%+ within the assigned market.

About Us

Chobani is a food maker with a mission of making high-quality and nutritious food accessible to more people, while elevating our communities and making the world a healthier place. In short: making good food for all. In support of this mission, Chobani is a purpose-driven, people-first, food-and-wellness-focused company, and has been since its founding in 2005 byHamdi Ulukaya, an immigrant to the U.S. The Company manufactures yogurt, oat milk, and creamers - Chobani yogurt is America's No.1 yogurt brand, made with natural ingredients without artificial preservatives. Following the 2023 acquisition of La Colombe, a leading coffee roaster with a shared commitment to quality, craftmanship and impact, the Company began selling cold-pressed espresso and lattes on tap at cafes nationwide, as well as Ready to Drink (RTD) coffee beverages at retail. In 2025, Chobani acquired Daily Harvest, a modern brand offering consumers nutritious, delicious and convenient ready-to-make meals.

Chobani uses food as a force for good in the world - putting humanity first in everything it does. The company's philanthropic efforts prioritize giving back to its communities and beyond. Chobani manufactures its products inNew York,Idaho,MichiganandAustralia, and its products are available throughoutNorth Americaand distributed inAustraliaand other select markets.

For more information, please visit or follow us on Facebook, Twitter, Instagram and LinkedIn.

Chobani is an equal opportunity employer. Chobani will not discriminate against any applicant for employment on any basis including, but not limited to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, military and/or veteran status, marital status, predisposing genetic characteristics and genetic information, or any other classification protected by federal, state, and local laws.

The salary range for this full-time position is $74,500.00 - $117,700.00, + bonus + equity + benefits. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Chobani provides a comprehensive benefits package, including medical, dental, vision coverage, disability insurance, health savings account, flexible spending accounts, and tuition reimbursement. To help save for the future, all employees are eligible for a 401k match of 100% on up to 5% of eligible pay. To support growing families, we provide fertility and childcare assistance, and 12 weeks of parental leave at full pay after six months of continuous employment. In addition, we provide wellness resources which include an employee assistance program, fitness discounts, a wellness reimbursement, on-site gym access (certain locations) and a monthly wellness newsletter to connect you with resources and timely information. We offer various types of paid time of including: 120 hours of paid time off, 11 holidays, and paid volunteer time off.