Strategic Accounts Manager

This is a fully remote position, open to applicants in Colorado, +2 more states.

📋 Description

• Manage Odeko's corporate and franchisor-level partnerships throughout the Central region.

• Negotiate supplier agreements to establish Odeko as the exclusive or primary distribution supplier.

• Oversee system-wide purchasing agreements that encompass pricing, product selection, inventory, logistics, and last-mile service.

• Address program objections and pricing pressures to enhance margins and promote strategic product offerings.

• Implement the two-step franchise approach: secure brand-level agreements and assist in local field activation.

• Take responsibility for franchise win-back initiatives for accounts that are stalled or at-risk, driving penetration at the franchisee level.

• Provide direct support to site leaders, franchisees, and other stakeholders involved with accounts.

• Collaborate with Operations, Procurement, Finance, and the Central region field sales team on inventory management, pricing, service levels, and local implementation.

• Partner with the Central region field team to cultivate local relationships and ensure effective account execution.

• Report on system-wide penetration, renewal schedules, and margin agreements.

• Identify new targets for centralized buying.

• Pursue, negotiate, and finalize $2M in new business opportunities.

• Utilize strategic vendors to drive growth in top-line revenue and gross margin.

• Achieve a 25% win-back rate for existing franchise accounts.

• Create repeatable go-to-market strategies for account activation and expansion.

• Report directly to the Senior Regional Sales Manager for the Central Region.

⛳️ Requirements

• A minimum of 5 years of experience managing multi-unit, corporate-level accounts; relevant experience includes foodservice, beverage, allied distribution, or B2B account management.

• At least 2 years of experience negotiating complex purchasing agreements with corporations, franchisors, chain accounts, or buying groups.

• Proven track record in account management across various internal and external organizational levels and stakeholders.

• A solution-oriented, strategic thinker who is adept at developing and promoting new program ideas both internally and externally.

• Proficient in using data and technology to achieve sales results.

• Familiarity with CRM tools (such as HubSpot or equivalent) for tracking account statuses, contract terms, and penetration metrics.

• Experience in a fully remote, high-autonomy work environment is highly preferred.

🏝️ Benefits

• Performance-based incentives linked to gross margin and portfolio growth.

• Comprehensive healthcare benefits.

• Potential for equity opportunities.

• Opportunities for professional growth.

• A dynamic and fast-paced work environment.

• Additional attractive perks (a complete list of benefits can be provided upon request).