Primary Responsibilities

  • Works closely with the distributors’ sales organization in designated geography (sales, equipment investment, service, …)
  • Ensures the development of the business in line with targeted sales and profitability increase in the assigned areas by managing the scouting and the complete activation of new potential clients in line with commercial policies and activation standards (POS materials, products and assortment, prices and equipment)
  • Responsible for account management and growth in assigned geographical territory
  • Supports farming activities on key selected clients to increase their value (e.g. driving compliance to contractual volumes with clients with equipment, facilitating contract renewal when close to expiration, …)
  • Tracks budgets allocated for activation by account ensuring maximum visibility and effectiveness at POS for the activation money invested
  • Tracks results and reviews them on a regular basis with the Senior RSM to confirm execution and delivered results
  • Total sell-Out volumes in the assigned areas (50%)
  • Numerical distribution increase (net of churn) in the assigned areas (40%)
  • Correct activation of Branding and POSM (10%)


  • 5-7+ years’ experience in the Foodservice sales and distributor management
  • Experience in coffee industry is preferred
  • Excellent interpersonal skills, high standing and abilities to manage relationships with business partners
  • BA/BS Degree, preferably in Business or Marketing Mgmt.
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