Director Of National Key Accounts

Summary

The Director of National Key Accounts is responsible for leading the strategic growth of the national distribution partners and national key accounts in Rishi’s Away from Home channel. A key focus will be centered on expanding our national footprint in multi-unit foodservice, workplace, hospitality, education, travel, and wellness channels through active prospecting and deal closing, while overseeing the national distributors supporting these accounts.

Essential Duties and Responsibilities

The essential duties and responsibilities include the following. Other duties may be assigned.

• Prospect and close new multi-unit foodservice, workplace, hospitality, education, travel and wellness opportunities that can serve as anchor accounts to open up expanded national distribution of Rishi’s portfolio of products.

• Manage the HQ relationship for Rishi’s national multi-unit customers and support well-crafted beverage programs with consultative selling across Rishi’s full portfolio.

• Partner with marketing team to design and implement marketing campaigns to support the growth of key accounts and increased brand awareness for Rishi with our omni-channel market position in mind. Manage program implementation within budget parameters.

• Partner with Rishi’s Regional team to design and implement an appropriately branded environment that supports stronger consumption and trial within the outlet, and accounts for a well merchandised, messaged, and marketed program. Keen attention should be paid to training and education to ensure

our products are well stored, prepared and serviced.

• Lead national distribution relationships for strategic growth in existing and new points of distribution. Conduct regular HQ business reviews with national partners, and guide and unlock relationships at distributors local distribution centers for Rishi’s Regional team to support.

• Identify, and with the assistance of Rishi’s marketing team, execute key marketing opportunities within the region that generate inbound leads, support key partnerships, and promote wholesale and consumer brand awareness.

• Attend national marketing events as requested, with the objective of maximizing the ROI of the event. ROI can be measured by revenue generating leads, quantity of closeable leads generated, beverages served, impressions for the brand, and/or building relational equity with strategic partners. Internal functional and cross functional team building activities are important, yet secondary goals of national marketing events.

• Research the market for consumer beverage trends within F&B settings and maintain fluency of competitive trends and positioning.

• Work within developed forecasting templates to forecast the expected unit needs of teas sold to national partners, making regular adjustments to the forecast as insights and growth opportunities are unlocked.

• Demonstrate responsible customer advocacy through obsession to detail with each step of the customers experience with the Rishi brand and strategize, present, and implement cross functional programs that enhance the customer experience with responsible impact to company financial resources.

• Champion innovation in the market through distribution. Strategize effective selling approaches to position innovation and provide insights to marketing team for sales collateral needed and requested to support our distribution partners and the multi-unit sales cycle.

• Model positive leadership and change management as the organization continues to grow and scale.

• Model Rishi core values and seek opportunities to strengthen company culture and diversity.

• Support hiring and onboarding activities as occasionally requested by cross functional teams.

• Develop cross-functional relationships across the company to build organizational fluency and collaboration.

• Serve as Rishi’s connection to the market and our customers; communicate customer needs, product forecasts and feedback to cross functional partners in a timely and respectful manner.

• Manage expenses within T&E budgets.

• Meet or exceed budgeted annual revenue goals within assigned national customers and distribution partners.

• Make positive contributions to overall team and company goals by vocalizing best practices with teammates, demonstrating and encouraging participation in team meetings, and collaborating with teammates and sharing intelligence on key multi-unit or distribution opportunities that cross region lines.

• Other projects and responsibilities may be assigned.

• Responsible for being aware of and following all food safety protocols as required by Rishi Tea's food safety management system, as they relate to this position.

Goals of Position:

To direct the growth of our national partners in the Away from Home channel and help Rishi drive trial and brand awareness to recruit new consumers profitably into the Rishi brand.

Supervisory Responsibilities:

None.

Sphere of Interaction:

All departments within Rishi, as well as external customers. Close alignment with Rishi’s Regional Sales Directors.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Education and/or Experience

Required:

• 4+ years of food and beverage experience

• 6+ years of consumer facing experience

• Experience working with or supporting Compass Group

Preferred:

• 6+ years of food and beverage experience

• 10+ years of consumer facing experience

• Experience with Food Buy