National Accounts Manager- Foodservice | Hospitality

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Carmel, IN, US

Job Description

National Account Manager – Food service | Hospitality

Location: Carmel, Indiana

Company: Heartland Food Products Group

About Heartland Food Products Group

Heartland Food Products Group (HFP) is a global leader in innovative sweeteners and beverage solutions. Our portfolio includes Splenda®, Splenda Stevia®, Splenda Allulose®, Equal®, Slim Fast® and Java House® Cold Brew, supporting operator and consumer demand for better-for-you, great-tasting, and versatile products.

We partner with national and regional food service chains across restaurants, convenience, hospitality, coffee, office coffee service/office coffee and micro-market, and healthcare—helping operators streamline beverage and sweetener solutions across both front-of-house and back-of-house applications.

Position Summary

The National Account Manager – Food service is responsible for leading and growing key national and large regional accounts within the hospitality industry. This role will build strategic relationships with hotel groups, lodging operators, resorts, hospitality management companies, and other away-from-home customers to drive growth across Heartland’s sweetener and beverage portfolio.

The National Account Manager manages the full sales cycle, including operator engagement, account strategy, joint business planning, menu and beverage innovation support, pricing and program execution, distributor alignment, and forecasting. This individual will collaborate closely with internal cross-functional teams, distributor partners, and brokers to deliver profitable growth and exceptional customer execution.

Key Responsibilities

Account Leadership & Business Management

• Own a national and multi-regional hospitality account list, with responsibility for customer relationships, business planning, revenue growth, and overall account performance.
• Develop and execute Joint Business Plans with customers, including product placement strategies, innovation opportunities, promotional programs, and operational alignment.
• Build and maintain senior-level relationships across purchasing, culinary, beverage, food and beverage operations, R&D, marketing, and finance functions.
• Lead compelling customer presentations that communicate Heartland’s product portfolio, operator value proposition, and growth opportunities.
• Negotiate customer programs, pricing, contracts, and business terms in alignment with company objectives.

Hospitality Customer Development

• Identify opportunities across hotel groups, resorts, lodging operators, hospitality management companies, coffee programs, banquet and catering operations, and other away-from-home segments.
• Partner with Culinary and R&D teams to coordinate product testing, menu innovation sessions, beverage program development, and formulation opportunities.
• Develop solutions for front-of-house and back-of-house applications, including tabletop sweetener offerings, coffee programs, cold beverage platforms, and food and beverage operations.
• Identify and develop new national and large regional chain opportunities within the hospitality segment.

Distribution & Program Execution

• Ensure strong distribution coverage and execution through food service distributors, including Sysco, US Foods, GFS, PFG, DOT Foods, Core-Mark, McLane, Eby-Brown, and regional distribution partners.
• Manage pricing letters, contracts, customer programs, promotional activity, and compliance requirements.
• Partner with brokers to support market-level execution, account activation, distributor engagement, and operator…