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National Account Manager

Department: Sales
Location: Covington, LA
Career Site: Diversified Foods & Seasonings

Purpose of the Position

The DFS National Account Manager (NAM) is responsible for leading, managing and profitably growing sales via assertively acquiring new chain account business and expanding business with existing customers. Customer responsibilities will include a cross section of both strategic and tactical business. Leading in collaboration with Culinary and Operations and effectively engaging cross functional resources/stakeholders (R&D, Manufacturing, QA, Supply Chain, and Procurement) is critical for success. The NAM must be able to think and lead strategically, both internally and externally, linking strategies between organizations and influencing all parties/functions on joint initiatives to deliver business.

Responsibilities & Duties

  • Effectively develop new business as well as manage and grow existing business with Key Customers, accelerating both top and bottom line (80% time new | 20% existing)
  • Identify, prioritize, pursue and secure scale business with new customers, to deliver Annual Budget Plan (ABP) Objectives (Revenue and Growth Profit targets)
  • Think and lead strategically, in collaboration with cross functional teams, to influence all parties on initiatives needed to develop and grow joint business objectives with our Chain account customers
  • Developing and executing situation assessments, objectives, strategies and execution plans for targeted accounts
  • Leading development and cross-functional implementation of growth driving Joint Business Plans with targeted strategic accounts
  • Possess a strong working understanding of each customer’s strategy, organization, menu, Marketing/R&D, and decision- making process
  • Leverage solution and insights driven selling strategies to establish and leverage multi-unit customer relationships, accelerating sales growth
  • Utilize trends and data sources to analyze and capitalize on sales opportunities
  • Deliver/exceed established sales targets and quotas on time and within budget parameters
  • Develop and deliver impactful presentations & business reviews to positively shape customer strategy and provide insights & solutions for profitable growth
  • Prepare and deliver effective contract proposals and negotiations with customers
  • Ability to effectively collaborate with cross-functional internal teams in Culinary, R&D, Customer Service, Procurement, Manufacturing, QA, and Finance
  • Efficiently manage top-line Trade, Revenue and T&E expenses within Budget
  • Performs other job related duties as may be assigned or required.

Academic Qualifications

  • Bachelor’s Degree (Business, Marketing and or Hospitality)  required
  • Master’s Degree or MBA preferred
  • Experience with MS Office / Office 365
  • CRM / Sales Force Master user preferred

 

Work Experience & Skills

  • 10 years+ related experience in Foodservice Sales and Cross Functional environment
  • Deep and wide established relationships at fast growing chain accounts, such as: Jack-in-the-Box, Qdoba, Quizzno’s, Boston Market, Subway, Applebee’s Red Robin, Del Taco, Taco Bell, KFS, IHOP, Pei Wei, Sonic Drive-In, Brinker International, TGIF, etc.
  • Strong Analytical and Financial Acumen
  • Expertise in negotiating value-added solutions with national customers to create sustainable growth while building long term partnerships
  • Solid organizational skills and proficiency in using technology, productivity, cloud applications and Office 365 to be totally self-sustained in order to be productive in a remote environment
  • Marketing and/or Consumer Insights past role/experience
  • Track record of owning and accountability for Revenue Budget and P&L Performance
  • Retail Grocery experience
  • Operates well under pressure in a fast-paced entrepreneurial environment
  • Works well both independently and as a member of a team

 

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