Inside Sales Representative, West
The Inside Sales Representative owns proactive cross-sell and category-penetration performance for a regional portfolio of smaller-revenue, single-location accounts: customers who already order from Odeko but aren't buying across the full range of categories available to them.
This is a fully remote, digital-first selling role with very few to no in-person visits. Success means knowing how to build customer trust and grow revenue entirely through phone, email, in-app, and other remote channels, and doing it proactively rather than waiting on inbound requests.
This is a build role: you'll be one of the first two people establishing this function, reporting directly to the Chief Revenue Officer while it's being established.
Key Responsibilities
Own cross-sell and category-penetration performance for an assigned regional portfolio (West Coast) of existing single-location accounts.
Identify white-space opportunities per account — categories or products a customer isn't yet ordering — and run targeted, proactive campaigns to close those gaps.
Build and execute remote, digital-first outreach (phone, email, in-app, SMS) suited to your region's customer base; there's no in-person coverage, so channel and cadence choices matter.
Sell pallet-quantity orders into accounts that sit outside Odeko's local delivery radius — identifying which out-of-radius and pickup-only customers can be served profitably on a pallet/freight model, sizing the order to make the freight work, and building a repeat ordering cadence with them.
Recommend cross-sell offers with account margin in mind, not just top-line revenue.
Use CRM and reporting tools (HubSpot, Looker or similar) to prioritize which accounts and moments are worth the outreach.
Partner with in-field Market Managers and Market Operations to keep account ownership clean as customers move between remote and field coverage.
Surface recurring feedback, objections, and category-adoption barriers to Marketing and Category teams so upstream teams can act on patterns, not just individual cases.
Track your own performance against category adoption and satisfaction targets, and refine your approach based on what's working.
What Success Looks Like
Performance in this role will be measured through:
Category adoption / basket expansion across your portfolio
Net Promoter Score (NPS) across your portfolio
Revenue growth from cross-sell within your portfolio
Key Partners
Market Operations
In-field Market Managers and Regional Sales leadership
Marketing Communications / Category teams
What We're Looking For
2–4 years in inside sales, account management, or customer success for a distributed account base: backgrounds in distribution, foodservice, CPG, or subscription/tech-enabled services are all relevant.
Comfortable running a proactive, remote-first selling motion
Strong written and remote communication skills; comfortable selling entirely through phone, email, and digital channels.
Fluency with CRM tools (HubSpot or similar) and comfort using dashboards (Looker or similar) to prioritize a book of accounts.
A consultative mindset: comfortable recommending what's right for the account and for Odeko's margin, not just pushing volume.
Nice to Have
Experience in coffee, beverage, or independent/small-business retail distribution.
Experience in a newly-formed or early-stage sales function.
Compensation for this role is $65,000 base + commission, with OTE of $78,000