National Sales Account Manager - Foodservice

Description:

Title: National Sales Account Manager

Reports To: Director of National Sales - Foodservice.

Objective and Scope of Role:

The National Sales Manager role is responsible for managing and growing the foodservice industry’s largest commercial and non-commercial national account customers, to include Quick Serve Restaurants (QSR’s), Fast Casual (FC) chains, K-12, colleges and universities, group purchasing organizations and contract management companies. This role largely focuses on the effective up-selling and management of these accounts to ensure growth via customer satisfaction, however there is a component of prospecting, managing a sales pipeline, penetrating all applicable levels within the customer organization and working across both internal and external departments to execute the sale. This group is expected to collaborate closely with:

• The Regional Foodservice Sales Team to ensure customer communication is consistent. In many instances there may be overlap between the National Account Manager’s customers and the broadline distribution customers managed by the regional foodservice sales team. Close collaboration with this group will be necessary to avoid customer conflicts
• The Marketing Team to develop content for any national marketing programs associated with customer contracts
• The Business Development Team to successfully transition large national account leads to closed-won customers
• The National Account Team in order to help forecast opportunities and set customer expectations

The National Account Manager is expected to work closely with executive-level decision makers at very large and highly recognizable brands. A level of comfort leading meetings for highly sophisticated multinational customers is a requirement for this role. This role should have past experience working with national foodservice customers and understand how to navigate the decision making mechanisms present within these organizations immediately.

The role requires a self-starter, who owns their business, is able to effectively identify targets and plan their time and travel. Additionally, World Centric’s mission is “To Be of Service to People and Planet”, as such this person should exhibit a passion and commitment to making a positive impact for environmental and social change in the world.

National Account Manager Responsibilities

• Do industry research in order to act on business insights, identifying changing conditions and trends, implications, and identifying target accounts.
• Demonstrate strong product knowledge and World Centric product development and innovation capabilities.
• Own the process. Work effectively with the teams listed above to ensure national account customers are growing through up-selling and opportunities are progressing at the agreed upon time frame. Conduct frequent meetings with stakeholders to provide updates.
• Effectively prospect and penetrate national accounts, understand their packaging strategies and sustainability initiatives. In collaboration with the Business Development team build a robust sales pipeline in NetSuite of opportunity accounts with realistic sales potential and time frame to execute.
• Set and appropriately manage customer expectations on product capabilities, limitations, upfront costs, and appropriate time frame to execute.
• Analyze and apply financial discipline to enhance business decisions, regarding origination and renewal of large multi-year contracts.
• Provide regular updates to VP of Sales and CFT as applicable.
• Ensure accurate and timely volume forecasts.
• Prepare and deliver effective oral and written presentations that educate and influence customers about the importance of sustainable packaging, legislation, life cycle analysis and composter options, as applicable.

Requirements:

Knowledge and Skills

• Experience managing GPOs and strategic accounts
• Bachelor’s Degree required with foodservice industry experience preferred
• Communicates in an effective, concise manner
• 8+ years’ experience in national account sales focusing in foodservice
• Accurate work with timely follow up
• Ability to collect and analyze customer data and create business plans
• Highly organized, possess strong time management skills

Other Requirements

Frequent travel required with several overnights per month expected

Working at World Centric

World Centric welcomes applicants from all backgrounds and aims to find the people who not only meet the requirements of the job but also contribute to the culture in a way that recognizes our efforts towards the overall wellbeing of people and planet.

The culture and mission fit is important for us and these requirements include a strong awareness, passion and commitment to social and environmental issues; a high degree of competence, motivation, and initiative; and adaptability and ability to collaborate with others.