National Food Service Sales Manager in Calgary

Build the playbook and drive national Food Service growth, quarterbacking customers, partners and teams from big ideas to flawless execution.

WHO ARE WE

We've been making kick-ass coffee for over 30 years. We're Canada's #1 selling whole bean coffee. All our coffee is Fairtrade and organic, roasted right in the Canadian Rocky Mountains. We've been named one of the Best Workplaces in Canada by Great Place to Work since 2015.

WHO ARE YOU

You are a builder, a connector and a closer. You know Food Service sales, but you are just as comfortable creating the systems, rhythms and processes that make growth repeatable. You bring a leadership mentality without needing a big team or a fancy org chart: you align stakeholders, challenge the status quo, turn ambiguity into a plan and keep people moving together. You are relentlessly customer-focused, commercially sharp and organized enough to keep the details, decisions and deadlines from falling through the cracks.

WHAT WILL YOU DO?

As National Food Service Sales Manager, you will own and build Kicking Horse Coffee's Food Service sales approach across Canada. You will create the systems, processes and operating rhythms needed to grow the business, then pull the right people together to execute. You will develop customer and distributor strategies, build and advance a national pipeline, and coordinate pricing, contracts, equipment, service, marketing, training and launch plans. You will report to the KHC Vice President of Sales and work in close partnership with the Lavazza North America Food Service team, along with internal partners across Sales, Marketing, Finance, and Supply Chain. Project management is central to the role: you will lead stakeholder alignment, run productive meetings, create clear timelines, establish ownership, surface risks and decisions early, and drive work through to completion.

RESPONSIBILITIES

• Own the national Food Service sales strategy for Kicking Horse Coffee, translating company priorities into a clear channel plan, customer strategy and executable roadmap.
• Build the systems, processes, tools and operating rhythms required to scale the Food Service channel, including pipeline management, account planning, forecasting, launch workflows, meeting cadences and performance tracking.
• Quarterback cross-functional execution.
• Bring together the right internal and external partners, clarify ownership and decisions, remove roadblocks and keep work moving toward shared outcomes.
• Lead project management for customer and channel initiatives, including stakeholder mapping and alignment, effective meeting management, action and decision tracking, development of realistic timelines, risk management, and disciplined follow-through against commitments.
• Build and manage an active national pipeline of strategic Food Service prospects and key accounts, from opportunity identification and qualification through proposal, negotiation, launch and ongoing growth.
• Develop strong relationships with customers, distributors and external partners to retain business, grow profitable sales, strengthen brand presence and deliver a kick-ass customer experience.
• Partner with customers and internal teams to develop programs that fit customer needs, including pricing, contracts, branding and marketing materials, equipment recommendations, service requirements, training and launch support.
• Coordinate customer programs end-to-end, ensuring pricing, contracts, equipment, service, supply, marketing, training and operational requirements are aligned and executed.
• Develop and coordinate new pricing, commercial agreements and contract renewals, partnering with Finance and Sales leadership to support profitable, sustainable growth.
• Work in strong collaboration with the Lavazza North America Food Service team, leveraging shared expertise, capabilities, relationships and resources while representing KHC priorities and brand needs.
• Influence effectively across Canadian and US teams, including Sales, Trade/Customer Marketing, Finance, Supply Chain, Customer Service, and Equipment & Service, to deliver business results and a strong working culture.
• Use customer insights, market knowledge and performance data to identify opportunities, challenge assumptions and recommend better ways of working.
• Create and communicate competitive strategies and plans, maintain a strong sense of urgency and consistently drive toward ambitious results.
• Travel as required to support customers, distributors, partner meetings, launches, trade events and business needs, including occasional weekend travel or events.

QUALIFICATIONS

• 5-7+ years of Food Service sales experience, including experience working with distributors and strategic or key accounts.
• A combination of relevant education, training and equivalent professional experience that demonstrates the commercial, project leadership and relationship-management capability required for the role. A degree is not required.
• Demonstrated ability to build a sales channel, process or program, not just operate within an established one.
• Strong project management skills, with hands-on experience aligning internal and external stakeholders, leading effective meetings, building timelines and workback plans, tracking actions and decisions, and driving execution to deadline.
• Ability to travel regularly across Canada and, when required, to the United States. Travel may be up to approximately 50% depending on business needs.

OTHER INFORMATION

Must be legally entitled to work in Canada. This is a fully remote role, with preference for Calgary, AB or Toronto, ON based employees. This is a full-time, permanent position in our Sales department. The base salary range for this role is $110,000 - $120,000.

PERKS TO PIQUE YOUR INTEREST

• Mug Fillers: Damn good discounts on coffee beans and all the caffeine you will need to keep you fuelled.
• Benefits: Designed to support employee wellness and mental health, our benefits program includes extended medical, dental and vision coverage, annual $2,000 flexible paramedical services coverage, access to our emergency or crisis support through our Employee & Family Assistance Program, and 4 weeks of paid vacation after one year of work.
• Celebrate your birthday with a paid day off and a $100 gift certificate to your local business of choice.
• Our Dream Fund provides Kicking Horse Coffee dreamers with financial funding to put towards community projects.
• Coffee Education: Deep dive into the soul of what we do, explore everything from processing methods to brewing techniques through our Coffee Education programming.
• Training and Development: We believe in supporting personal and professional growth.
• Exceptional Human Beans: Working with a kick-ass team.

WHAT WE VALUE

• Do What's Right: Taking care of people, the planet and the business.
• Never Half-Ass It: Show up, care deeply, work smart, and take our craft seriously.
• Cut the Bullshit: Systems that work without waste, kindness without drama.
• Build trust, not gossip chains: Create a space where everyone can thrive.
• Be Remarkable: Break patterns, defy expectations and take initiative.
• Do It All With Love: Care deeply about the work we do and the impact we have.

SPIRIT OF LOVE

Love means welcoming everyone to ensure an inclusive place for all. We seek team members from all walks of life, backgrounds, and cultures.