National Account Manager – Onsite Foodservice

This is a fully remote position, open to applicants in California, +9 more states.

📋 Description

• Manage corporate-level and sector-head relationships with designated national clients, including negotiating strategic partnership agreements.

• Act as the main point of responsibility for assigned enterprise accounts.

• Align customer priorities with the growth goals of La Colombe.

• Establish and nurture relationships with stakeholders in corporate procurement, sector leadership, brand, regional, and GPO.

• Identify and promote opportunities for product placement, beverage programming, distribution, and the placement of new units.

• Facilitate GPO approval and ensure effective field execution pathways.

• Create and implement business plans for named accounts encompassing account programming, trade investments, and execution priorities.

• Develop and oversee Joint Business Plans (JBPs).

• Promote product placement, menu integration, execution of Limited-Time Offers (LTOs), and penetration of beverage programs.

• Construct and manage per-serving cost models, JBPs, chain-economics frameworks, and competitive positioning strategies.

• Oversee RFP processes, contract renewals, and commercial negotiations while maintaining suitable trade-spend levels.

• Prepare customer presentations based on business insights, account economics, and execution opportunities.

• Lead customer business reviews and ensure accountability from both internal and external partners for results.

• Engage in customer meetings, regional district meetings, trade shows, and industry events.

• Collaborate with regional foodservice leaders and field sales teams to enhance execution.

• Work with service operations on equipment standards, installation schedules, and preventive maintenance requirements.

• Partner with channel marketing on cooperative programs, customer-facing materials, and brand activations.

• Coordinate with product, innovation, and delivery-system teams for customer-specific solutions and on-tap deployments.

• Maintain accurate CRM records following significant customer interactions.

• Provide pipeline updates, forecasts, and risk/opportunity assessments to the Sr. Director of Foodservice.

• Contribute to Quarterly Business Reviews (QBR) and annual planning processes with account-level revenue, margin, placement, and JBP scorecards.

⛳️ Requirements

• Over 7 years of experience in Away From Home (AFH) or Foodservice sales.

• Extensive experience managing foodservice management companies or complex multi-unit national accounts.

• Proven success in managing enterprise customer structures and multi-level buyer organizations, including corporate procurement, sector leadership, regional operations, and GPOs.

• Direct experience in developing JBPs, managing RFP cycles, negotiating contracts, modeling per-serving costs, and conducting customer business reviews.

• Strong understanding of foodservice distributor networks and the GPO landscape.

• Ability to convert customer and financial insights into actionable recommendations, compelling presentations, and executable account plans.

• Capability to work independently in a remote setting while effectively leading through influence in a matrixed organization.

• Excellent analytical, presentation, communication, and negotiation skills.

• Proficient in Microsoft Excel and PowerPoint.

• Required proficiency in CRM systems (HubSpot or similar).

• A Bachelor's degree is mandatory.

• Willingness and ability to travel 30-50%, primarily to customer headquarters, regional district meetings, key sector events, trade shows, and important customer locations.

🏝️ Benefits

• Bonus

• Equity

• Medical coverage

• Dental coverage

• Vision coverage

• Disability insurance

• Health savings account

• Flexible spending accounts

• Tuition reimbursement

• 401k match of 100% on up to 5% of eligible pay

• Fertility assistance

• Childcare assistance

• 12 weeks of parental leave at full pay after six months of continuous employment

• Employee assistance program

• Fitness discounts

• Wellness reimbursement

• On-site gym access (in select locations)

• Monthly wellness newsletter

• 120 hours of paid time off

• 11 holidays

• Paid volunteer time off

• Remote work arrangement

• Flexible work environment

• Travel opportunities to customer headquarters, regional district meetings, key sector events, trade shows, and priority customer locations