DEPARTMENT MISSION

The Experience & Engagement Department at Azure exists to cultivate the systems, culture, and

capabilities that empower our teams to deliver consistently exceptional experiences, for both customers and employees. We design, oversee, and continuously evolve people-centered environments, training, and operational practices that support service excellence across every customer touchpoint and every stage of the employee journey. By investing deeply in coaching, development, and support, we foster ownership, fulfillment, and alignment, strengthening connection to our mission, to one another, and to the communities we serve.

Within Experience & Engagement, we live the Azure vision daily by weaving our Core Values into how we lead, serve, and grow. Our teams are equipped with deep product knowledge, empathy, and strong communication, enabling them to build trust and meaningful relationships. Through ongoing training, performance insights, and thoughtful review of data and feedback, we continually refine our approach, identifying opportunities to improve,

JOB OVERVIEW

The Inside Sales Account Manager – Food Service & Specialty Segment is responsible for developing, managing, and growing relationships with food service operators and specialty accounts. This includes restaurants, bakeries, cafés, universities, wellness centers, CSA programs, co-manufacturers, and other businesses or organizations aligned with Azure’s mission and product offerings.

This remote role focuses on consultative selling, account growth, proactive communication, and service-centered relationship management. The Inside Sales Account Manager serves as a trusted day-to-day contact for assigned accounts, helping customers identify the right products, grow their purchasing programs, resolve service needs, and experience Azure as a valued partner in their success.

The ideal candidate is passionate about organic food, skilled at building long-term customer relationships, organized in managing account details, and motivated to grow sales through service, trust, and thoughtful solutions.

KEY RESPONSIBILITIES

Account Management

• Serve as the primary day-to-day contact for a portfolio of food service and specialty accounts across a defined region and/or industry vertical. 
• Build and maintain strong relationships with assigned accounts through regular, proactive communication. 
• Support customers with order placement, product recommendations, account questions, and service-related needs. 
• Maintain a strong understanding of each account’s buying patterns, product preferences, seasonal needs, purchasing cycles, and operational goals. 
• Follow up on customer needs, concerns, and opportunities in a timely and professional manner. 

Sales & Customer Growth

• Proactively identify opportunities to grow account revenue through upselling, cross-selling, and increased product diversity. 
• Convert qualified leads into new accounts by offering thoughtful product solutions and exceptional service. 
• Support customer retention and account growth through consistent follow-up, relationship building, and problem solving. 
• Achieve monthly and quarterly sales goals aligned with Azure’s mission, sales strategy, and growth objectives. 
• Identify accounts with additional growth potential and develop plans to deepen engagement. 
• Share relevant customer insights, buying trends, and market opportunities with sales leadership. 

Consultative Selling

• Help customers identify the best products for their menus, operations, purchasing programs, or specialty needs, with attention to quality, value, and mission alignment. 
• Educate customers on new product offerings, seasonal availability, bulk purchasing options, and custom ordering opportunities where applicable. 
• Support food service customers with sourcing needs, menu planning considerations, and product substitutions when needed. 
• Provide knowledgeable guidance on Azure products, categories, brands, and ordering processes. 
• Approach each account with a service-first mindset, seeking to understand the customer’s goals before recommending solutions. 

CRM & Reporting

• Maintain accurate and detailed customer records in HubSpot or other approved CRM systems. 
• Document call activity, account updates, purchase history, open opportunities, follow-up tasks, and customer preferences. 
• Provide regular updates to sales leadership regarding account wins, risks, challenges, customer needs, and growth opportunities. 
• Track sales activity and progress toward assigned goals. 
• Use CRM data to support consistent follow-up, pipeline management, and customer relationship growth. 

Team & Culture

• Attend sales team meetings, planning sessions, and account review discussions. 
• Participate in occasional in-person sales gatherings, customer visits, trade events, or industry events as needed. 
• Represent Azure Standard with professionalism, integrity, humility, and a service-first approach. 
• Perform other duties as assigned.

 REQUIREMENTS

• 2+ years of inside sales, account management, customer success, or related experience. 
• Experience in food service, wholesale distribution, natural/organic products, specialty product sales, or a related industry preferred. 
• Strong understanding of customer relationship management and consultative selling. 
• Familiarity with the needs of restaurants, cafés, bakeries, food service operators, wellness centers, CSA programs, co-manufacturers, or specialty buyers preferred. 
• Excellent written and verbal communication skills. 
• Strong customer service mindset with the ability to build trust and long-term relationships. 
• Ability to work independently in a remote environment while staying connected to team goals and expectations. 
• Strong organizational skills with the ability to manage multiple accounts, follow-ups, and priorities. 
• Proficiency with CRM tools, spreadsheets, email, and virtual collaboration software. 
• Ability to learn and communicate product details, availability, ordering processes, and customer-specific solutions. 
• Alignment with Azure Standard’s mission, values, and commitment to organic, non-GMO, and sustainable food.

SUCCESS METRICS

Account Growth: Increased revenue and product diversity within assigned accounts. 

Customer Retention: Strong retention of assigned food service and specialty accounts. 

Sales Goal Achievement: Consistent progress toward monthly, quarterly and annual sales targets. 

Lead Conversion: Successful conversion of qualified leads into active purchasing accounts. 

CRM Accuracy: Timely and accurate documentation of account activity, opportunities, and follow-up tasks. 

Customer Experience: Positive customer feedback, strong relationship health, and timely resolution of customer needs. 

Pipeline Management: Healthy account pipeline with clear next steps and active growth opportunities.  

WORK PRACTICES & VALUES

• Models Azure Core Values in every customer and team interaction. 
• Communicates with professionalism, warmth, clarity, and integrity. 
• Builds relationships through trust, consistency, and follow-through. 
• Approaches sales as service, seeking to understand and support the customer’s needs. 
• Maintains accurate records and handles customer information responsibly. 
• Demonstrates initiative, ownership, and accountability in account growth. 
• Represents Azure’s mission with care, humility, and enthusiasm.