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Territory Account Manager, SE

Massimo Zanetti Beverage USA
Suffolk, VA
  • Expired: over a month ago. Applications are no longer accepted.
Job Description

Massimo Zanetti Beverage USA (MZB-USA) is the largest fully integrated coffee company in the US delivering innovative solutions for the home, office, and foodservice with a long tradition of exceptional quality. Parent company, Massimo Zanetti Beverage Group, is a world leader in the production of roasted coffee and other products such as professional espresso machines and office coffee brewers. The Group is comprised of fifty companies and manages different activities from the procurement of coffee to its consumption, and operates multiple manufacturing and distribution facilities across Europe, Asia, and the Americas. Its flagship brand Segafredo Zanetti® is known globally and includes a global network of over 300 espresso cafés.

Position Summary:

The Territory Account Manager (TAM) is responsible for new account acquisition, sales pipeline development in B&I, Restaurant, C&U, OCS, and Hospital segments. In addition, the Territory Account Manager is accountable for adding value to existing accounts by implementing value-added programs that elevate the beverage experience and support MZB-USA’s position as a Trusted Beverage Partner, grow brand affinity, and increases beverage sales. Another key function of the TAM is to efficiently manage the implementation and onboarding process of new accounts to include equipment installation, merchandising consultation, and installation, as well as program and brand training of account personnel.

Job Duties:

New Account Development:

  • Consultative selling and promotion of products within customer segments in assigned territory through Face to Face and Virtual communication to develop strategic partnerships that will drive growth of brands and products
  • Identify, target, and secure sales with regional foodservice accounts, single and multi-unit operators 2-10 units, metric of 15+ new qualified account outlets acquired in first year
  • Establish and develop contacts, prospects, and key distributor relationships in the region
  • Negotiate agreements, develop proposals, and deliver presentations to gain program commitment
  • Develop and manage a comprehensive strategic plan to ensure product portfolio growth and new account acquisition

Existing Account Development and Retention:

  • Drive incremental growth with existing account base by 5% year over year through the addition of new program components, menu development, and promotion execution while maintaining brand standards.
  • Utilize marketplace trends, operational understanding, and consumer demands to help improve field marketing strategy and execution while driving incremental growth with key customers
  • Conduct customer business performance reviews and prescribed account audits to track, monitor and adjust selling and marketing efforts to produce desired program execution and maximize sales with all key business segments.
  • Gain and report analytic insights pertaining to territory data, program issues, and program/promotion opportunities with new and existing client base
  • Plan and execute local marketing events and programs, such as in-market activations, local events – including demos and cuppings, with key customers

Qualifications & Requirements:

  • Outside sales and sales management experience of branded products in foodservice 2-4 years
  • Highly motivated and self-starter with demonstrated track record of success in the region
  • 90% of activity is field based with up to 50% overnight travel 
  • Understanding of both marketing & sales fundamentals in foodservice
  • Experience with selling to and through broadline foodservice distributors preferred
  • Bachelor’s Degree required 
  • Bilingual – Spanish/English a plus              

Above and Beyond:

  • 1+ year(s) barista, coffee shop, or operational foodservice experience
  • One - two years of experience in relevant local or field marketing role
  • High level of engagement/understanding of social media platforms
  • Experience working with or selling to multi-unit customers
  • Experience with a cloud-based CRM system


Equal Opportunity Employer: disability / veteran. All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Massimo Zanetti Beverage USA is proud to be an equal opportunity employer and we are committed to creating an inclusive workplace environment for our family of employees. MZB-USA recruits and advances qualified applicants without regard to race, ethnic or national origin, gender, sexual orientation, genetic information, age, religion, marital status, military service, veteran status, political affiliation, disability, or any other status protected by law. MZB-USA also prohibits discrimination and harassment of any kind and is fully dedicated to the safety of its workforce. 

General Statement

This is a description of the general duties and level of work performed by employees assigned to this position. It in no way states or implies these are the only duties to be performed. Employees will be required to perform other duties as assigned. This position requires ongoing training in accordance with the attached Job Training Matrix.

Massimo Zanetti Beverage USA


Suffolk, VA
23434 USA



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