National Account Manager - Commercial

POSITION SUMMARY

The Overview

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…