SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Odeko is an all-in-one operations and technology platform serving over 20,000 independent coffee shops, cafes, and food establishments. Through its web portal and mobile app, customers purchase supplies from hundreds of brands, track ordering trends, finance equipment, and access insurance—helping them increase revenue, reduce environmental impact, and save on cost of goods and vendor management time.
This individual contributor role owns Odeko's corporate and franchisor-level relationships across the Central region, from 10-location regional coffee brands to multi-unit franchise systems. You will negotiate supplier programs to make Odeko the sole or primary distribution supplier, drive operator compliance, and expand program reach.
Key responsibilities include negotiating and managing system-wide purchasing agreements (pricing, product selection, inventory, logistics, last-mile service) with franchisors, retailers, restaurants, and corporate buying groups. You'll overcome program objections and price pressure to strengthen margin and steer accounts toward Odeko's strategic products. The role requires executing a two-step franchise motion: landing brand-level agreements, then supporting local field capture for door-level execution while staying involved through activation.
You will own franchise win-back for stalled or at-risk accounts, accountable for real franchisee-level penetration beyond signed corporate contracts. Support site leaders, franchisees, and stakeholders directly to ensure agreements translate into working relationships at every account level. Coordinate cross-functionally with Operations, Procurement, Finance, and Central region field sales to align on inventory, pricing, service levels, and local execution—without direct authority over those teams. Partner day-to-day with the Central region field team carrying local relationships and account execution.
Success metrics include hunting, negotiating, and closing $2M in new business; leveraging strategic vendors to drive top-line and gross margin growth; achieving 25% franchise win-back within existing book of business; and developing repeatable go-to-market programs for new account activation and expansion.
Required: 5+ years managing multi-unit, corporate-level accounts (foodservice, beverage, allied distribution, or B2B account management backgrounds relevant); 2+ years negotiating complex purchasing agreements with corporations, franchisors, chain accounts, or buying groups; strong track record spanning multiple internal and external organizational levels and stakeholders; solution-oriented, strategic thinking with comfort developing and selling new program ideas internally and externally.
