Senior Account Manager, Foodservice & Non-traditional channels

COMPANY Founded in 2017 by Nick Ajluni and Nick Guillen, TRUFF is a premier condiment brand known for its truffle-infused twists on hot sauce, pasta sauce, mayonnaise, truffle oil, and salt. Made with an ultra-unique blend of real black truffles and red chili peppers, TRUFF’s line of luxury pantry staples is designed to elevate the dining experience. Originally founded through a popular food and lifestyle Instagram account known as “@sauce,” TRUFF immediately propelled into social media virality with the release of its hot sauce in 2017. The brand quickly became the fastest-growing company in the hot sauce space due to its distinctive flavor profile, pristine bottle, and Truffle Inspired cap. TRUFF initially launched and grew rapidly across direct-to-consumer, and has since then pivoted into retail and wholesale grocery, which serves as the primary growth channel for the business today. With an ever-growing omnichannel presence across conventional grocery, natural grocery, club, mass, and eCommerce, the brand is distributed in 20K+ doors across the US with a strong, loyal customer base. TRUFF received investment from SKKY Partners, a leading consumer PE firm in 2023. The brand is poised for continued rapid growth, seeking to become a household name nationwide. SKKY Partners SKKY Partners is a next-generation private equity firm that aims to partner with high-quality, growing companies focused on consumer products and services. Their goal is to leverage the complementary expertise of the team to back great brands that deliver outstanding products and services, drive emotional connectivity and meet the needs of the modern consumer. THE ROLE TRUFF is looking for a commercially driven Senior Account Manager to own and grow our Foodservice and Non-Traditional channels. This is not a “maintenance” role. This is a builder role. You will drive distribution, velocity, and strategic expansion across foodservice operators, distributors, specialty retailers, emerging channels, and alternative distribution models. You must be comfortable toggling between operator relationships and unconventional growth opportunities. If you love identifying whitespace, building partnerships from scratch, and turning relationships into revenue, this is your lane. KEY RESPONSIBILITIES The Senior Account Manager, Foodservice and Non-Traditional channels will serve as a strategic growth driver across TRUFF’s non-retail business, owning customer and distributor relationships across Food Service and emerging channels. This role will navigate and unlock growth across diverse food service and Alternative channels while ensuring strong execution through distributors, operators, and channel partners. The Senior Account Manager will be responsible for account planning, distributor management, operator engagement, trade investment oversight, and driving volume growth in a fast-paced, high-growth CPG environment. This individual will build scalable programs that increase velocity, expand distribution, and elevate TRUFF’s brand presence beyond retail shelves and into menus, back-of-house kitchens, and experiential environments. This position reports to the CCO. Responsibilities will include: Strategic Planning Build annual channel and account growth plans aligned to TRUFF’s revenue objectives. Forecast volume, new placements, promotional activity, and trade investments with discipline. Define KPIs for distribution gains, menu placements, operator adoption, and velocity growth. Identify whitespace opportunities across sub-channels and develop expansion strategies. Distributor & Operator Management Own relationships with foodservice distributors (e.g., Sysco, US Foods, regional independents) and channel brokers. Develop and execute distributor activation plans to drive pull-through and operator demand. Support operator sell-in, menu placement, LTO programs, and culinary activations. Coordinate closely with Culinary, Marketing, and Supply Chain to meet operator requirements and timelines. Sales & Trade Management Manage foodservice trade budgets with ROI discipline. Track deductions, billbacks, pricing structures, and promotional performance. Evaluate pricing strategy, case configuration, and margin protection within distributor environments. Monitor inventory and demand trends to minimize risk and maximize service levels. Growth & Business Development Expand distribution across targeted sub-channels (Colleges, Hospitality, Military, B&I, etc.). Drive incremental placements, secondary features, and seasonal programs. Develop compelling selling stories tailored to foodservice operators and channel partners. Represent TRUFF at foodservice trade shows, distributor shows, and operator events. Risk & Operational Excellence Anticipate supply, forecast, and relationship risks and proactively propose mitigation plans. Ensure compliance with distributor agreements, pricing structures, and contract terms. Maintain disciplined reporting across volume, margin, trade, and distribution metrics. Actively lead and manage internal projects to deliver the right product, case pack, size for the right channels and customers – coordinate with finance, OPS, marketing, and leadership. 6+ years of progressive sales experience in CPG, ideally within Food & Beverage. 4+ years showing a demonstrated ability to scale brands within Food Service Channels. Preferred history of working for both larger and small/scaling brands. Proven success managing national or large accounts. Strong understanding of customer dynamics, promotional strategy, and trade spend management. Experience working with and managing brokers, distributors and direct retailers (small and large) Proficiency in syndicated data tools (Nielsen/IRI/SPINS) and food service -specific portals. Experience managing customer-specific P&L and delivering against ambitious revenue targets. Possess excellent interpersonal, listening, verbal, presentation, and written communication skills. Ability to travel 20-30%. PERSONAL CHARACTERISTICS Entrepreneurial and resourceful; thrives in a fast-paced, high-growth environment. Strategic thinker who pairs long-term vision with operational discipline. Highly analytical; able to translate data into insights and actionable plans. Strong relationship-builder and communicator, capable of influencing both internally and externally. Results-driven, with a track record of delivering sales growth and exceeding targets. Collaborative team player who partners cross-functionally with transparency and accountability. Passion for consumer brands, partnerships, and the Food & Beverage space. Excited by TRUFF’s unique brand positioning and driven to help make it a household name. Performance Bonus Equity Incentive Plan Comprehensive Health, Dental, Vision & Life Insurance 401(k) with 3% company match Generous PTO, Sick Time, Holidays & Parental Leave Wellness, Internet & Cell Phone Stipends Company-provided Laptop