Territory Sales Manager (Florida)

Reports to: Director of Sales

Employment: Full-time, base salary plus performance-based annual incentive

Territory: Statewide - Florida

Candidate Location: South Florida preferred; open to qualified candidates throughout Florida.

Role Objectives

The Territory Sales Manager owns profitable territory growth throughout Florida through distributors, brokers, direct key-account selling, and leading the field team sales support.

More About the Role

Kombucha 221 B.C. is seeking a driven, relationship-oriented Territory Sales Manager to lead foodservice growth across the state of Florida. While a South Florida-based candidate is preferred, we are open to qualified candidates throughout the state.

This role will own the day-to-day development of the territory: strengthening existing distributor partnerships, increasing placements through their sales teams, and opening new channels across restaurants, hotels, hospitality groups, cruise lines, and other foodservice operators.

The ideal candidate is equally comfortable working at the distributor level and in the field. They will build productive relationships with distributor leadership and sales representatives, identify high-potential end-user opportunities, conduct ride-alongs and sales trainings, and convert those opportunities into sustainable case growth and new points of distribution.

What You'll Do

• Manage and expand existing distributor relationships in the territory, while developing additional distributor partnerships as the market requires.
• Manage foodservice broker priorities, trainings, joint team calls, pipeline review, and performance.
• Create territory plans that translate distributor access into measurable growth in cases sold, active accounts, and points of distribution.
• Build strong relationships with distributor district managers, sales managers, marketing associates, and frontline sales representatives.
• Conduct distributor sales meetings, product trainings, ride-alongs, and joint account calls to improve product knowledge, confidence, and sell-through.
• Prospect, present to, and close new foodservice accounts, with an emphasis on hospitals, restaurants, hotels, resorts, cruise lines, cafés, and multi-unit operators.
• Support new account onboarding by coordinating samples, pricing, product information, distributor item setup, initial orders, and follow-up.
• Maintain an active territory pipeline in the company CRM, including clear next steps, projected volume, close timing, and distributor alignment.
• Represent Kombucha 221 BC at distributor shows, hospitality events, customer meetings, and other strategic market opportunities.
• Collaborate with the Director of Sales and internal teams on forecasting, promotions, sales materials, sampling programs, and territory priorities.

What Success Looks Like

• Consistent year-over-year case growth across the Florida region. More active foodservice accounts and stronger velocity within existing accounts.
• Higher engagement and product advocacy from distributor sales teams.
• A disciplined pipeline of qualified opportunities across hospitality and foodservice channels including but not limited to, Colleges/universities, healthcare, cruise lines, and more..
• Reliable execution, follow-through, and visibility into territory performance.
• Profitable territory growth.
• New accounts activated and existing accounts retained and expanded.

Who You'll Be

• 4-7 years relevant sales experience in foodservice, beverage, hospitality, or a related food-and-beverage channel; existing relationships are strongly preferred.
• Demonstrated distributor led growth, and experience leading field teams and/or broker teams. You preferably have experience working with broadline foodservice distributors such as Sysco, Cheney Brothers, US Foods, or Performance Food Group is highly valued. Knowledge of working with GPOs to gain contract business.
• A proactive, self-directed seller who is comfortable prospecting, opening doors, and building a territory from the ground up.
• Skilled at developing relationships across multiple levels, from distributor leadership and sales representatives to chefs, operators, purchasing teams, and ownership groups.
• Strong presentation, negotiation, organization, and follow-up skills.
• Commercially minded and comfortable using sales data, account activity, and pipeline metrics to prioritize time and measure progress.
• Comfortable using CRM platforms, Google Workspace, and standard reporting tools.
• Able to manage multiple priorities in a fast-paced, entrepreneurial environment.
• Available to travel extensively throughout Florida, with occasional overnight travel and attendance at industry events as needed.
• Valid driver's license and reliable transportation.

About Kombucha 221 B.C.

221B.C. is a women-owned, family-operated Fermentation House based in Sarasota, Florida. Rooted in tradition, we craft organic kombucha and fermented beverages using thoughtfully selected ingredients, living cultures, and time-honored methods.

Pay: $70,000.00 - $80,000.00 per year

Benefits:

• Dental insurance
• Health insurance
• Paid time off
• Travel reimbursement

Work Location: Remote