Territory Sales Manager

• Lead sales in NSW in an innovative and high-growth scale-up serving the procurement needs of the hospitality industry
• Lead from the front: drive enterprise growth by personally securing high-value contracts with Australia's largest hospitality and institutional food buyers
• Inspire a proven team: guide and motivate a productive, senior Sydney sales team in a transparent, high-performance culture
• Shape the market: spot new opportunities, design winning strategies, and adapt our software solution to suit complex procurement needs across the foodservice landscape
• Competitive base salary + commission structure rewarding both personal and team success

About FoodByUs
FoodByUs is Australia's leading B2B order management platform for the foodservice industry. We connect manufacturers, distributors and operators, streamlining how venues order and manage supplies across multiple categories.

Our platform brings visibility, speed and control to a process that was once manual and fragmented. By consolidating supplier communication and order workflows into a single system, we help venues focus more on service and less on admin. We also integrate with leading POS systems like Square and Lightspeed, accounting platforms such as Xero, and offer advanced tools like Menu Costing - enabling operators to track ingredient pricing, optimise margins, and make smarter business decisions.

Our operations team is a talented group of individuals spanning skillsets from data analytics and detailed workflow process management through to revenue operations and optimisation of customer service.

Why Join Us?

• Make an Impact: Make a tangible and deep contribution to a company scaling quickly, we are a VC-backed startup with a proven business model and strong customer base
• Culture that Cares: Friendly, driven, and highly collaborative team that values autonomy and initiative
• Meaningful Work: Solve real-world problems in a significant industry (hospitality), utilising our platform of unparalleled data and software capability
• Make it yours: Enjoy autonomy, variety, and visible impact in a role that blends enterprise sales with team leadership

About The Role
This is first and foremost a hands‑on 'enterprise' or large format customer sales role. Your primary focus will be winning high-value customers - organisations that spend millions each year on wholesale food procurement and need a software solution to manage and streamline it.

You'll be on the road most of the time, finding, pitching, and closing complex deals with aged care providers, educational institutions, healthcare facilities, large pub groups, and multi‑venue operators.

Part of how you'll win deals will involve negotiating best prices and treatment from our distributor and manufacturer partners. They will need to understand the size of the deal, important purchasing lines and how to best service you in your efforts to convert the customer over to FoodByUs.

Alongside your selling, you'll also have responsibility for a small, senior Sydney-based sales team. They're experienced and largely self-sufficient - your role here is to guide and hold them accountable, stepping in with coaching or course‑correction when needed. You'll use a data-rich and established set of KPI's to check in on your team while inspiring them with your own wins.

Key Responsibilities
Enterprise Sales & Negotiation

• Proactively identify and target large-scale sales opportunities across hospitality and institutional sectors.
• End-to-end sales cycle: develop tailored strategies for each prospect - mapping decision-makers, procurement cycles, and pain points.
• Lead solution‑based pitches, commercial negotiations, and complex proposal processes.
• Adapt FoodByUs's capabilities - digital ordering, invoice hub, menu costing, price tracking, cashback, open marketplace - to each customer's procurement needs.
• Build and maintain deep, long-term relationships with multiple stakeholders.
• Negotiate best prices and treatment of your prospects with our supplier partners - make sure you create a perfect match every time and that the deal is commercially viable for all involved parties. From time to time you'll need to meet with and setting sales KPIs with suppliers, push for better pricing and resolve any issues that may have arisen.
• Persist through long sales cycles with strategic thinking, resilience, and commercial acumen.

Team Management & Coaching

• Lead a small, high-performing team of senior salespeople in Sydney.
• Motivate, inspire, and enforce accountability in a transparent, performance-driven culture - leading by example.
• Provide strategic guidance and share best practices drawn from your own selling activity.
• Step in when necessary to help the team convert key opportunities or overcome obstacles.

What We're Looking For

• Proven track record of closing large, complex deals - ideally in food procurement or a related sector.
• Expertise in multi-stakeholder sales, commercial deal structuring, and strategic negotiation.
• Strong numerical and commercial skills; confident with pricing, ROI, and margin analysis.
• Self-driven, independent, and able to run the full sales cycle from prospecting to close.
• Excellent relationship builder who can tailor solutions to diverse procurement requirements.
• Comfortable leading in a high-transparency, results-focused environment.

Reporting & Structure

• Reports directly to the CEO.
• Works closely with Sales Leadership and cross-functional teams to shape the company's growth strategy.