National Accounts Sales Manager

ABOUT THE ROLE

Roland Foods is excited and committed to growing our Foodservice sales team, and we are seeking an experienced and motivated sales professional to drive National Account customer acquisition and strategic growth with existing National Account customers. The National Accounts Sales Manager (NASM) is a quota-carrying, revenue-accountable sales position reporting to the National Account Sales Director. The ideal candidate demonstrates meaningful experience selling to large, complex Foodservice customers and the ability to develop strategic relationships throughout a customer’s organization including executives, culinary and procurement leaders. A proven record of successfully selling to national chains and experience prospecting and acquiring new strategic customers is a requirement for this role. Prior experience working with non-commercial, group purchasing organizations (GPO) customers and significant members of GPOs is an advantage for this position.

Location: Remote (U.S.); must be located near a major airport

RESPONSIBILITIES 

Significantly contributing to the overall growth of the Foodservice National Accounts channel by sourcing new strategic accounts and growing business within a defined set of existing accounts.

• Actively identify key customers to acquire and pursue business development opportunities using a hunting mindset
• Direct account management of existing customers with a focus on strategic engagement to achieve volume and net sales goals
• Develop strategic partnerships through direct interactions with culinary and R&D teams, purchasing leaders, and executives
• Coordinate with local and regional distributors to effectively service operators and maintain exceptional service levels
• Manage existing and new programs for customers (e.g. pricing, rebates, and sampling)
• Support existing business and pursue new placement opportunities with the goal of creating incremental growth through direct and indirect selling activities
• Complete customer RFPs and contract renewals
• Collaborate and partner with internal teams to execute sales strategies and solutions (e.g. Strategy, Revenue Management, Strategic Sourcing, and Supply Chain)
• Partner with supply and demand planning team to deliver accurate projections for existing and new placements
• Provide ad-hoc reports and presentation support for the National Account Sales Director and Roland’s executive leadership team
• Document all activity around the customer for ongoing reference, performance management, and future internal growth using relevant technology platforms
• Demonstrate project management and 100% ownership of opportunities, manage implementation, and verify ongoing pull-through

Build deep and strategic relationships with customers

• Cultivate and manage profitable relationships with customers
• Engage Roland’s leadership and culinary teams as necessary (i.e., bring in NASD, SVP Sales, Marketing, R&D Chef, etc.)
• Develop a clear understanding of the customer’s organizational/ decision-making structure to maneuver effectively within the organization
• Deliver customer business reviews and category performance presentations, ensuring consistent contact and follow-up on opportunities and initiatives
• Participate in long-term planning and execution with customer leadership
• Attend trade shows and customer conferences where appropriate

Key performance metrics

• Delivery of the business plans across customers to meet or exceed national account volume and net sales targets
• Quota attainment for new opportunity wins
• Quantifiable achievement of personal and professional development goals
• Meaningful, strategically aligned activity and account performance tracking via Salesforce
• Proactive, timely, and effective contract negotiating using contract management software

QUALIFICATIONS AND SKILLS

Required

• 7+ years of sales experience
• 5+ years of experience in the food industry; particularly selling into food service national accounts.
• Strong administrative and organizational skills with experience using a CRM program, preferably Salesforce
• Proficiency in Microsoft Suite with emphasis on Excel and PowerPoint
• Exceptional communication and presentation skills
• Analytical mindset with experience using business analytics platforms, like Tableau or Power BI
• General understanding of P&L and strong forecasting abilities
• Ability to travel up to 60% required

Preferred

• Bachelor’s Degree and/or Culinary Arts Degree
• Possess an established list of contacts within the top 100 Foodservice chains and prospective lists for development
• A proven record of successfully selling to national chains and commercial region chains
• Organized, and detail-oriented with strong technical writing skills
• Ability to create executive-level presentations

SALARY RANGE

Roland Foods hires exceptional people to perform a wide variety of important functions that contribute to the success of the Company. One of the ways Roland Foods does that is through a competitive compensation package. The base salary for this role will be $100,000 - $130,000.

This role is bonus eligible.

Based on your qualifications, previous experience, and transferrable skills, the Company will determine at its sole discretion, the salary offered.