Description
About Botrista
Botrista is revolutionizing the beverage industry through innovative automation technology. Our patented DrinkBot system enables foodservice operators to serve premium, trending cold beverages—from smoothies to protein shakes to specialized nutrition drinks—without added labor or operational complexity. Operating in just 4 square feet, our technology is transforming beverage operations across healthcare systems, universities, corporate campuses, and entertainment venues nationwide.Founded by ex-Tesla engineer Sean Hsu and backed by strategic investors including Jollibee Foods Corporation, Sony Innovation Fund, and Middleby Corporation, we're on a mission to help institutional foodservice operators enhance patient and customer satisfaction while improving operational efficiency.
The Opportunity
We're seeking an experienced Sales Director to spearhead our expansion into the healthcare and institutional foodservice markets in the Central region. This role is perfect for a seasoned professional who understands the unique challenges of non-commercial foodservice operations, from meeting strict dietary requirements in healthcare to driving retail revenue in campus environments. You'll be instrumental in helping major healthcare systems, GPOs, and contract foodservice management companies modernize their beverage programs through our cutting-edge automation technology.
What You'll Do
Drive Institutional Sales Growth
- Develop and execute strategic sales plans for healthcare systems, senior living facilities, and acute care hospitals, along with other foodservice sectors
- Build relationships with contract foodservice management companies (Compass, Aramark, Sodexo, Morrison) at national and regional levels
- Penetrate secondary markets including higher education, corporate dining, and sports & entertainment venues
- Navigate complex institutional buying processes including GPO contracts and bid requirements, where necessary
Manage Complex Stakeholder Relationships
- Build consensus among diverse stakeholders: administrators, clinical nutrition teams, foodservice directors, and procurement
- Partner with registered dietitians to position beverage solutions that support patient nutrition goals
- Present ROI models that address both financial and clinical/satisfaction metrics
Execute Market-Specific Strategies
- Develop tailored solutions for different institutional segments:
- Healthcare: Focus on staff satisfaction, nutritional flexibility, and labor efficiency
- Senior Living: Emphasize resident choice, hydration programs, and ease of operation
- Education: Highlight revenue generation, speed of service, and trending beverages
- Corporate/B&I: Focus on employee satisfaction, wellness programs, and subsidy reduction
- Sports & Entertainment: Emphasize throughput, revenue per cap, and premium offerings
Strategic Account Development
- Identify and qualify opportunities within integrated delivery networks (IDNs) and multi-site systems
- Coordinate pilot programs that demonstrate clinical, operational, and financial benefits
- Drive adoption through self-operated facilities and contract-managed operations
Requirements
Territory & Travel
- Primary focus: Healthcare systems and GPOs nationwide
- Secondary markets: Higher education, corporate dining, sports & entertainment venues
- Travel requirement: 40-50% for customer meetings, trade shows, and facility demonstrations
- Located in Texas
Required Experience
- 7+ years B2B foodservice sales, including 2+ years in healthcare/institutional markets
- Proven success selling to hospitals, healthcare systems, and GPOs
- Experience with contract foodservice management companies and institutional operations
- Track record exceeding $500k+ annual quotas in institutional foodservice
Market Knowledge & Relationships
- Established relationships with healthcare foodservice directors, GPO category managers (Premier, Vizient, HealthTrust, GNYHA), and contract management companies
- Understanding of healthcare purchasing processes, CMS regulations, HCAHPS scores, and nutritional care standards
- Knowledge of institutional foodservice trends (room service, retail, wellness)
Technical Competencies
- Experience selling capital equipment/technology solutions to healthcare
- Understanding of total cost of ownership and lifecycle cost analysis
- Knowledge of food safety protocols, HACCP, and healthcare sanitation requirements
- Ability to articulate clinical benefits alongside operational improvements
Core Skills
- Consultative selling with complex problem-solving abilities
- Strong presentation skills for all organizational levels
- Project management experience for multi-site implementations
- Comfortable with extended sales cycles (6-18 months)
Preferred Qualifications
- Relationships in adjacent institutional markets (education, corporate dining)
- Experience with beverage programs or nutritional supplements
- Knowledge of sustainability and labor challenges in institutional foodservice
- Bachelor's degree in Business, Hospitality, or Nutrition
- CDM or SNA certifications a plus
Benefits
Benefits
- Competitive base salary plus bonus structure
- Opportunity for equity participation in a high-growth startup
- Comprehensive benefits package including medical, dental, and vision insurance
- Flexible PTO and remote work arrangements
- Car allowance or company vehicle for qualified candidates
- Professional development budget for industry conferences (ASHFSA, AHF, SNA, NACUFS)
- Opportunity to impact patient care and institutional dining across the country
- Collaborative culture with experts from Tesla, Google, Starbucks, and leading F&B companies
