Account Executive

About Us:

Awarded as one of the Best California Startups in 2023, our solutions create a new industry category, applicable to any cuisine, demographic, and business. With rapid deployment of our machines nationwide, we are delivering extraordinary beverage experiences to customers everywhere.

The ideal candidate will be highly motivated, relationship-oriented, and focused on driving the placement and installation of Botrista Pro machines in key campuses, healthcare locations and restaurant chains.

Requirements

Key Responsibilities:

Strategic Oversight:

• Develop and execute regional sales strategies to achieve sales targets and operational goals, with a primary focus on increasing revenue within the Higher Education and Healthcare sectors and restaurant chains.
• Drive new business development by identifying high-traffic locations on campuses and healthcare facilities, connecting with key decision-makers (e.g., Food Service Directors, Directors of Retail), and ensuring successful site qualification for Botrista Pro machine placement.
• Utilize routing tools provided by the Commercial Planning Team to ensure timely visits and proper coverage of assigned routes and accounts, increasing operational efficiency and minimizing response times.

Monitor and drive achievement of quarterly KPIs, including:

• Number of installs and launches in qualified sites.
• Ensure Botrista Pro machines are installed at qualified sites based on strategic site qualification criteria (ICP – Ideal Customer Profile).
• Monitor account health post-launch, focusing on reducing churn, maximizing product usage, and maintaining customer satisfaction.
• Track progress towards (BCSD) and other operational targets.
• Ensure smooth installations and product launches by managing and owning the process from securing installation dates to launches and training at new locations.
• Collaborate with Sales/Operations Engineers (SOEs) and Field Service Engineers (FSEs) to optimize equipment uptime and streamline operational efficiency across the region.

Account and Relationship Management:

• Act as the primary point of contact for all sales-related matters within the Higher Education, Healthcare verticals and restaurant chains.
• Secure installation dates and coordinate with operations teams to ensure timely and smooth implementation of Botrista Pro machines.
• Develop and nurture long-term relationships with key decision-makers, ensuring strong post-sale engagement and customer satisfaction.
• You will own pilots in new verticals with new partners and expand Botrista’s presence with existing partners. You will own senior relationships with partners and present business reports to partners on Botrista’s impact.
• Stay closely connected to the directors/owners/operators to ensure a positive experience throughout the sales and installation process.
• Leverage established relationships to secure local referrals, growing the customer base through word-of-mouth and trusted recommendations.
• Build relationships and upsell customers.
• Qualify and maintain high CSD (cups sold daily).

Team Collaboration and Reporting:

• Collaborate with Sales/Operations Engineers, Marketing, and cross-functional teams to deliver solutions and meet client needs to ensure long-term retention of clients.
• Maintain accurate records of all sales activities, customer interactions, and progress in the Salesforce.
• Provide regular updates to Director of Regional Management on sales performance, pipeline status, and key industry trends.
• Use data insights to continuously refine sales approaches, optimize lead conversion rates, and ensure the achievement of KPIs.

Market and Product Knowledge:

• Develop a deep understanding of Botrista’s product offerings, articulating the value proposition to meet the needs of customers in these markets.
• Provide strategic feedback to internal teams to enhance product development and align solutions with customer needs.

Qualifications and Requirements:

• Bachelor’s degree in Business Administration, Marketing, or a related field.
• 3-5 years of experience in sales, account management, or business development, preferably in the Food Serviceindustry at companies like Aramark, Sodexo and Compass.
• Proven track record of new business development and meeting/exceeding sales targets.
• Experience identifying potential sites and working with decision-makers such as Food Service Directors or Directors of Retail in universities or healthcare environments.
• Proficiency with CRM tools (Salesforce) and Microsoft Office
• Strong communication, negotiation, and presentation skills.
• Ability to manage multiple priorities efficiently and work collaboratively in a cross-functional team environment.
• Willingness to travel up to 85% within the designated region to visit potential sites and engage with clients.
• Must be comfortable visiting assigned routes as directed by the Commercial Planning Team to maximize sales opportunities and ensure proper account coverage.
• Valid driver’s license with the ability to travel to client locations and other business-related destinations.

Skills and Competencies:

• Sales-driven mindset with the ability to generate new business, close deals, and drive growth in target markets.
• Ability to qualify sites effectively and determine the best placements for Botrista Pro machines in high-traffic areas.
• Strong relationship-building skills, with an ability to nurture long-term partnerships and leverage customer connections for referrals.
• Strategic thinking and ability to adapt sales approaches based on market conditions and customer needs.
• Proven success in securing deals and overseeing successful implementation processes.
• Excellent problem-solving and analytical skills, with a focus on data-driven decision-making.

• Fully company-paid Medical and 99% company-paid Dental and Vision Insurance
• 15 days Paid Time Off, 7 sick days, 14 holidays, Wellness Benefits, Cell Phone and Internet reimbursement, 401K
• Beautiful new SF office with outdoor rooftop workspace
• Free beverages with our DrinkBot Pro, snacks, and free lunches on Monday and Wednesdays.

Salary Range: $70,000 - $80,000

Plus commissions and stock options