Senior National Accounts Manager | Non-Commercial

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 in the Non-Commercial segment. The Senior National Accounts Manager (SNAM) is a quota-carrying, revenue-accountable sales position reporting to the Senior Director of Sales - Foodservice. The ideal candidate demonstrates meaningful experience selling to large, complex Non-Commercial 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 Non-Commercial accounts 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 mandatory for this position. 

LOCATION:  Remote position based around any major airport in the US.

RESPONSIBILITIES 

Significantly contribute to the overall growth of the Non-Commercial and GPO segment by sourcing new strategic accounts where applicable and growing business within a defined set of existing accounts and members of GPO’s

• 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 and the Roland Field Sales Team to effectively service operators and maintain exceptional service levels
• Management of existing and new programs for customers (e.g. pricing, rebates, and sampling)
• Support existing business and pursue new placement opportunities to create incremental growth through direct and indirect selling activities
• Management of customer RFP, Bids, 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)
• Inform supply chain demand planning on existing and new placements
• Provide ad-hoc reports and presentation support for the Senior Director of Sales 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 Senior Director of Sales, President, 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
• Participate in trade shows and customer conferences where appropriate

Key performance metrics

• Delivery of the business plans across customers to meet or exceed National Accounts Non-Commercial volume annual sales targets
• Quota attainment for new opportunity and penetration 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 Non-Commercial national accounts
• A proven record of successfully selling to Non-Commercial accounts including FSMs, GPOs, Gaming & Lodging segments
• Strong administrative and organizational skills with experience using a CRM program, preferably Salesforce
• General understanding of P&L and 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 Non-Commercial Accounts
• Strong communication and presentation skills in front of groups of all sizes
• 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 $130,000 - $150,000.

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.