National Account Manager - Commercial

National Account Manager - Commercial

Job Title: National Account Manager - Commercial

Location: Open to candidates located anywhere in the Southeast U.S., with preference given to candidates that reside near a major airport for frequent travel.

The National Account Manager reports to the VP, Commercial Sales and plays a pivotal role within our Food Service sales team division. The focus of the Commercial team is contract manufacturing (Custom and Private Label) for both Food service and non‑Food service customers, large Commercial Food service chains within the top 250 and large convenience store chains within the top 100. The National Account Manager role acts as both a hunter and farmer, managing accounts for retention, growth, and achievement of sales targets.

• None

• Identify and cultivate key targets to maintain a steady pipeline of new business opportunities.
• Execute sales strategy for commercial accounts to achieve plans and enhance overall penetration within the assigned account base.
• Contribute to establishing goals, objectives, and priorities for the commercial account portfolio.
• Deliver or surpass RC annual business targets, encompassing top‑line revenue, bottom‑line profitability, share growth, cost management, forecasting accuracy, customer receivables, and trade spend efficiency (ROI).
• Coordinate internally to deliver best‑in‑class National Account request for proposal (RFP) submissions.
• Utilize comprehensive market knowledge (e.g., industry trends, consumer insights, customer, and competitive activity) to pinpoint key business issues and growth opportunities with large national customers.
• Engage with commercial NAMS’s to exchange best practices from the commercial sales perspective.
• All other duties as assigned.

• Minimum of a College Degree/Diploma.
• 5+ years of relevant experience in a similar field.
• Solid experience in opportunity qualification, pre‑visit planning, sales presentations, account development, and time and territory management.
• Must be proficient in MS Office and have basic IT skills.
• Demonstrated success in managing commercial National Accounts to drive sales growth, preferably in the food/beverage sector.
• Strong grasp of commercializing customer brands and/or private label products.
• Customer‑centric approach with established relationships at all levels of commercial National Accounts.
• Proven negotiation skills with a track record of crafting collaborative business plans for mutually beneficial outcomes.
• Proficient in fact‑based selling, utilizing data, analytics, and joint business planning.
• A proven leader and capability‑builder who is also detail‑oriented and hands‑on.
• Results‑oriented with drive, energy, and a strong bias for action.
• Ability to travel as required and periodically requiring overnight stay to attend meetings, trade shows, training, and other work‑related events as scheduled.
• Ability to successfully complete the pre‑employment process.

• Bachelor’s degree in Sales, Marketing, Business Administration or another related field or combined education & equivalent sales experience.
• Prior experience in the coffee category.

• Prolonged periods of sitting at a desk and working on a computer.
• Frequent sitting, standing, walking, reaching, typing, reading, talking, and hearing.
• The ability to lift up to 15 pounds with or without assistance.

Royal Cup, Inc. is the proven leader in sourcing, roasting, blending, and distributing high‑quality coffees and fine teas since 1896 and is the chosen partner for restaurants, hotels, offices, and commuters across the country. We are a family‑owned business rooted in a longstanding tradition of coffee roasting excellence that takes pride in our unparalleled dedication to customer care.

We are a large, privately held national importer, roaster, and distributor of coffees, teas, and related products that have been in business for more than 125 years. Royal Cup, Inc. currently provides products, equipment, and service to restaurants, hotels, convenience stores, businesses, and individuals throughout the United…