Chain Account Specialist (Food Broker)

Broad Function And Scope Of Position

The Chain Account Specialist is responsible for developing and executing customized selling strategies for assigned multi-unit chain restaurant accounts. This role requires a minimum of 3 years of wholesale foodservice experience, with outside sales account management experience required. Culinary experience is a plus.

This position reports to the market Executive Vice President and requires prior experience in outside sales (preferred), account management, relationship management, direct or indirect sales, business development, or business-to-business sales. The ideal candidate is collaborative yet capable of operating independently, prioritizing daily activity with minimal oversight.

Success in this role depends on a savvy, consultative selling approach that builds trust, delivers value, and drives long-term partnerships with multi-unit chain customers.

Principal Responsibilities

Sales Strategy & Business Development

• Develop and execute customized business selling strategies for assigned multi-unit chain restaurant accounts.
• Prospect and hunt for new business within a defined territory of accounts, supported by Marketing and Business Intelligence resources.
• Influence key decision-makers and stakeholders without direct authority in multi-unit restaurant chains.
• Maintain a strong understanding of product differentiators and the competitive landscape to drive strategic selling conversations.
  
  

Chain Account & Relationship Management

• Establish strong relationships and demonstrate a consultative selling approach with key stakeholders and decision-makers at multi-unit chain restaurant organizations.
• Develop trust-based partnerships with chain accounts through solution-based selling and consistent engagement.
• Act as a strategic resource to chef-driven, culinary, and operational teams within chain restaurant organizations.
  
  

Sales Execution & Customer Solutions

• Develop creative, customer-focused solutions for restaurant chefs, culinarians, and on-site operators.
• Prepare or learn how to properly cook food products and design menu combinations in support of the selling cycle.
• Collaborate with local market leadership and cross-functional sales support teams to execute a robust market penetration strategy.
  
  

Pipeline Management, CRM & Forecasting

• Maintain detailed and accurate CRM records, logging every customer interaction and sales activity.
• Manage sales pipeline and activity with the ability to accurately forecast performance.
• Utilize CRM insights to evaluate what strategies are working and identify opportunities for improvement.
  
  

Knowledge, Skills, And Abilities

• Minimum 3 years of foodservice experience required.
• Proven experience in sales and business development, including calling on key accounts, prospecting, and pipeline management.
• Strong discipline and ability to develop, execute, and follow a structured sales plan.
• Demonstrated ability to influence others and drive change without authority.
• Relationship-focused professional with a proactive, positive attitude.
• Strong teamwork skills with the ability to partner across diverse teams and remain highly teachable.
• Must possess a valid driver’s license with a clean motor vehicle record; position requires daily travel by personal vehicle.
  
  

COMPETENCIES

• Consultative Selling: Ability to uncover customer needs, recommend value-based solutions, and position products as strategic solutions for multi-unit chain customers.
• Sales Acumen: Demonstrated capability in business development, account growth, pipeline management, and revenue forecasting within foodservice or B2B sales environments.
• Relationship Management: Skilled at building trust-based relationships with executive stakeholders, operators, chefs, and decision-makers across multi-unit organizations.
• Influence Without Authority: Effective communicator who can align stakeholders, drive decisions, and gain buy-in without direct reporting relationships.
• Strategic Thinking: Ability to develop customized selling strategies, assess competitive landscapes, and adapt approaches based on account needs.
• Collaboration & Teamwork: Works effectively with cross-functional partners including leadership, marketing, and sales support teams.
• Discipline & Organization: Strong time management, territory planning, and CRM discipline to drive consistent execution and results.
• Culinary & Product Aptitude: Willingness and ability to learn product preparation, menu applications, and culinary solutions to support the sales process.
• Adaptability: Comfortable operating independently while adjusting priorities in a fast-paced, sales-driven environment.
  
  

Physical Requirements/Working Conditions

• Typical work week: Monday – Friday.
• During food trade show seasons, ability to stand for extended periods is required.
• Must be able to safely lift case goods and materials up to 50 lbs.
• Daily motor vehicle travel is required to visit assigned customer locations.
• Pay Range $90,000-$110,000
  
  

The Affinity Group is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. All employment is decided on the basis of qualifications, merit, and business need.