Growing a Successful Catering Territory

My goal during my first 90 days wouldn't be to change Panera's process. It would be to learn it, execute it consistently, and earn the trust of both my customers and my team.

Build Trust

Understand every customer's business before trying to grow it.

Strong relationships create long term partnerships.

Drive Sustainable Growth

Grow existing accounts while creating opportunities for new business.

Focus on consistent execution that compounds over time.

Execute Consistently

Represent the Panera brand professionally.

Communicate clearly. Follow through. Stay organized.

My objective is simple: become a trusted representative of the Panera brand while consistently contributing to long term territory growth.

Prepared by Steven Le • Catering Sales Manager Candidate

How I Think About Territory Growth

Sustainable territory growth is built through consistency, relationships, and customer trust.

1

Build Trust

2

Understand Needs

3

Exceptional Experience

4

Repeat Business

5

Territory Growth

Three Pillars

01

Customer First

Listen before selling. Understand each customer's goals. Create value through relationships.

02

Territory Ownership

Treat the territory like a business. Prioritize opportunities, stay organized, measure progress, execute consistently.

03

Long Term Partnerships

Strong customer relationships create repeat business, referrals, loyalty, and long term revenue growth.

Prepared by Steven Le • Catering Sales Manager Candidate

My 30 • 60 • 90 Day Success Plan

Phase 01

First 30 Days

Theme

Learn. Observe. Build Relationships.

Primary Focus

Learn Panera's sales process
Understand existing customers and target accounts
Learn Salesforce CRM, forecasting, and territory planning
Build relationships with local catering teams
Learn catering products and customer experience standards
Develop consistent daily activity habits

Success Outcome

Become confident executing Panera's existing sales process while building credibility with customers and the team.

Phase 02

Days 31 to 60

Theme

Build Momentum.

Primary Focus

Consistent outbound activity
Pipeline development
Customer follow up discipline
Territory planning
Existing account growth
CRM accuracy and forecasting
Build positive relationships across the territory

Success Outcome

Build a healthy pipeline while strengthening customer relationships and executing consistently.

Phase 03

Days 61 to 90

Theme

Drive Measurable Growth.

Primary Focus

Growth within target accounts
New customer acquisition
Regional revenue growth
Customer retention
Forecast accuracy
Consistent execution
Long term account planning

Success Outcome

Become a dependable contributor to territory growth while representing the Panera brand professionally.

Success isn't measured by one great week. It's measured by consistently executing the right activities over time.

Prepared by Steven Le • Catering Sales Manager Candidate

Thinking Beyond the Customer Experience

As a small weekend project, I built a simple concept demonstrating how an AI assistant could answer common catering questions after business hours.

This is not intended to replace people or existing processes. It is simply an example of how I enjoy preparing, solving problems, and thinking about ways to improve the customer experience.

Customer Experience Concept

A live AI assistant is available to demonstrate how common catering questions could be answered after business hours as an example of proactive customer support.

Prepared by Steven Le • Catering Sales Manager Candidate

Thank You

My Commitment

If given the opportunity, my focus will be simple:

Learn the business
Execute the team's process consistently
Build trusted customer relationships
Contribute to long term territory growth
Represent the Panera brand with professionalism

Questions?

Prepared by Steven Le • Catering Sales Manager Candidate