Reporting to: Sr. Director of Sales & Business Development
Pay Grade: 18
Hours: 40 + hours per week
Location: Remote Home Office
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.
Bachelor's Degree 10 years+ related experience in Food & Beverage Strong analytical skills Track record of owning and accountability for Revenue Budget and P&L Performance