National Accounts Sales Manager, South East

Position Summary:

Responsible for growth, development, and management of selected strategic national chain accounts, against planned objectives. Focus on value added business development, building strategic partnerships with key operators, and managing individual accounts' P&L to meet plan and company objectives.  Proven past performance with Top National Chains having successfully executed and delivered on  Large Account Strategic Plans.  

Major Duties and Responsibilities:

• Account Leadership:
  • Leadership and overall responsibility for assigned key accounts. Develop and manage key accounts for planned volume & margin as it pertains to specified territory/accounts. Overall knowledge of customer's specific products through ERP and reporting systems.  Candidate must agile & and adaptive operator proficient in executing through ambiguity & complexity with a solution-oriented mindset. 
•  Collaboration & Cross Functional Coordination:
  • Exceptional communicator & influencer to organize, manage and facilitate customer business development teams proactively, to include Culinary/Technical R&D, Marketing/Customer Success, Quality Assurance, Customer Service, Supply Chain, Logistics and Operations to maximize account strategic goals and objectives. Adept at leading across functions, breaking down silos, and building consensus to deliver results and exceptional customer experiences.
  • Strategic & systems-oriented thinker who is proficient in CRM -(SalesForce) Velocity Customer Management tool to proactively log & manage opportunity pipeline, build strategic plans, track, forecast, execute oil contracts and communicate internally on customer prospect and closure within the Edge Selling Cycle.  Strong proficiency and experience with commercialization & custom label expertise who will utilize PCS (Product Commercialization System) proactively to support new product development and management of non-volume driving activities to support customer goals & objectives.
• Strategic Planning & Execution to Drive Sales & Variable Margin Growth:
  • Strategic thinker who is proficient in developing and executing actionable (long and short term) business plans in conjunction with individual account profit and loss pro-formas. Maximize results inside RFP/Contract management with Strategic Pricing team with an emphasis on multi year operator agreements.  Support strategic company initiatives (PSL volume, Sauce Craft, Hidden Valley).  Manage "Book of Business" (BOB) volume, margin, and expense control as assigned.
  • Manage Customer Oil Trading Calls, quotes and contracts within Velocity Oil Position Reports.  Working in collaboration with Risk Management team to evaluate & capture margin enhancement opportunities. Communicate market updates.
• Customer Engagement and Satisfaction:
  • Proactively develop, expand, and promote key Top To Top level Operator relationships within specific "Book of Business" (BOB) penetrating customers at all key functions & levels.  The role will require excellent customer management skills, with the ability to act as a business consultant, communicator, coach and facilitator of the customer and organization while selling the bundle of categories and services. 
  • Responsible for management & execution of information flow (i.e. pricing, customer specific supply agreements, etc.) with both operator and customer solutions group to maintain pricing and margin integrity that meets total company guidelines.

Education and Experience:

• Bachelors degree or equivalent experience.
• Minimum of 5-7 years of progressive sales experience in the foodservice industry, with 3-5 years of successful Top 100 Foodservice large account management, including managing food product customization required.

Knowledge and Skills:

• Must demonstrate capability/skills in development of business planning and customer management as required to perform duties specifically Section #3 
• Must have strong computer proficiency skills with Microsoft Office tools, CRM applications (Salesforce) and other business systems and using them on a laptop. 
• Must have strong time management, exceptional organizational skills, with the demonstrated ability to prioritize, manage multiple initiatives, detail-oriented, and consistently deliver on strategic goals while able to meet short deadline constraints.
• Must have excellent proactive communication skills, both written and oral.
• Must demonstrate agility & adaptive approach who is resourceful and capable of executing through ambiguity and complexity with a solution-orient mindset.