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Territory Manager

Cincinnati, Ohio

At The Schwan Food Company, we are driven to bring our customers delicious foods and reliable services. That's how we grew from a "one-man-and-a-truck" delivery business in rural Minnesota to a multibillion-dollar private company with thousands of team members nationwide. Our commitment to delicious foods shows in all we do, from careful ingredient selection and quality food making to delivering a great experience wherever you shop and eat.
The foods we make reach customers in many ways. We deliver directly to our customer's homes through our popular food-delivery business, offer well-known retail brands such as Red Baron®, Freschetta®, and Tony's® pizzas, Pagoda® snacks and appetizers, and Mrs. Smith's® and Edwards® desserts, and bring innovative food solutions to our customers in the food-service industry. To learn more, visit us at
As part of The Schwan Food Company, Schwan's Food Service, Inc. markets and distributes many branded frozen-food products and meal solutions to schools, colleges & universities, hospitals, chain restaurants, convenience stores and many other foodservice channels throughout the United States. Our product lines include pizzas, crusts, desserts, appetizers, handheld snacks, ethnic and Asian products.
We are seeking a Foodservice Territory Manager preferably in the Michigan, Ohio, Indiana or Kentucky areaThis will be a Home Office based position, with significant time spent on client calls within the northern area of the region.This position is responsible for driving incremental volume growth and sustaining existing volume by selling our foodservice product portfolio to key operators in the K-12 Education segment.  The TM works closely with the Regional Sales Manager and local broker sales team to achieve market volume objectives.
Operator Sales Management & Sales Execution Responsibilities
  • Develop operator business plans in conjunction with market plans
  • Develop strategic geographic call patterns that maximize market coverage
  • Develop and leverage local operator opportunities (product and promotion)
  • Create and maintain accurate customer profiles of key operators in assigned market area
  • Ensure accurate operator sales activity reports via centralized reporting system, Salesforce CRM.
  • Focus on driving compliance and increasing sales of existing and new products via operator influence
  • Follow sales process that includes gathering information, uncovering needs, presenting features and benefits, and closing sale with focus on up to 70 key operators
  • Execute “Go to Market” strategy to deliver growth in market share by working with broker sales team and distributors
  • Carefully plan 6-8 calls per week in conjunction with the broker sales team by identifying which products to present and being prepared with appropriate samples and tools
  • Effectively ask questions to uncover customer needs and problems and move the customer to action by building a win-win consensus
  • Provide customers with solutions by building customer and product knowledge

    Communication Responsibilities
  • Relay sales successes and challenges to local market team.
  • Provide feedback regarding operator trends, marketing tools and promotions, competitive information and industry best practices to Regional Manager
  • Maintain regular communications with local broker sales team and Regional Manager to insure operator activities align and support market area objectives

    Industry Relations Responsibilities
  • Provide expertise around product categories and competitors
  • Deliver product demonstrations, cuttings and competitive reviews
  • Understand all current operator promotions and applications
  • Build local relationships with broker sales team, distributor sales representatives, and key customers
  • Analyze field data to identify new business opportunities for customer planning
    Other Responsibilities
  • Prep for and conduct/support food show and sales meeting execution
  • Attend local market area team meetings
  • Additional duties as assigned

Minimum Qualifications:
Education:Bachelor's Degree required
Years of Related Experience:1 to 4 years outside sales experience
  • Must be a self-starter, possess a high bias for action, and be comfortable working autonomously.           
  • Proficiency with computer applications, including Microsoft Office (PowerPoint, Excel, Outlook).
  •  Demonstrated consultative sales approach with the ability to build business relationships
  • Solid analytical and problem solving skills with a strategic mindset
  • Ability to travel throughout assigned region as required, up to 70%
  • Home office is required.
  • Physical requirements: Must be able to lift up to 25 pounds
  • Acts with integrity and accepts coaching direction
Preferred Skills/Abilities:
  • B2B Sales experience in the Food Service K-12 Education Segment.
  • Broker sales team management experience
  • Culinary experience or interest in cooking and food.  You WILL be conducting sales calls in commercial kitchens, and preparing food as part of the sales process.

Ability to navigate sales reporting systems / CRM.   

The employing subsidiaries of The Schwan Food Company are Equal Employment Opportunity Employers. All qualified applicants will receive consideration for employment without regard to disability, age, race, color, religion, gender, vet status, national origin or other protected class.

Job Type: Account Management
Business Unit: Schwan's Food Service, Inc.
Req #: 16003848

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