National Account Manager - Business Development, Commercial

National Account Manager
- Business Development, Commercial

VP, Commercial Sales

This role is remote, based in the Nashville, TN area preferred, with regular travel to customers and targets.

This is a direct-hire position. Unsolicited resumes or candidate referrals from third-party recruiting agencies will not be accepted.

The National Account Manager
- Business Development reports to the VP, Commercial Sales and is part of our Food service sales division. The Commercial team focuses on the top 200 large Commercial Food service chains. This role is built for a hunter. Its primary focus is winning new national chain business and owning the full sales cycle, from prospecting through close. The role also manages a select group of long-standing, strategic customer relationships, protecting and growing that business.

• None

• Build and execute a business development plan to win new Commercial Food service chains
• Identify, qualify, and prioritize targets to maintain a strong, steadily advancing pipeline
• Manage the full sales cycle, from prospecting and pre-visit planning through proposal, negotiation, and close
• Lead National Account request for proposal (RFP) responses, coordinating cross-functional teams to deliver best-in-class submissions
• Use market knowledge (industry trends, consumer insights, customer, and competitive activity) to identify growth opportunities and build compelling, fact-based proposals
• Be in market regularly, building relationships with decision-makers at target and customer accounts, and represent Royal Cup at industry events and trade shows

• Own a select group of established, strategic national accounts, ensuring retention, service excellence, and profitable growth
• Develop joint business plans with key customers and identify cross-sell and upsell opportunities
• Oversee customer launches and rollouts in partnership with cross-functional teams
• Deliver or exceed annual targets for top-line revenue, bottom-line profitability, forecasting accuracy, customer receivables, and trade spend efficiency (ROI)
• Monitor account performance, including revenue, gross profit, cost, and activity levels, and maintain accurate CRM data and reporting
• Partner with fellow National Account Managers to share best practices and coordinate on shared opportunities
• All other duties as assigned

• Minimum of a College Degree/Diploma
• 5+ years of B2B sales experience, including a proven record of winning new national or regional chain accounts, preferably in the food and beverage sector
• Solid experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management
• Proven negotiation skills, with a track record of building collaborative business plans for mutually beneficial outcomes
• Proficient in fact-based selling, using data, analytics, and joint business planning
• Strong understanding of commercializing customer brands and/or private label products
• Self-motivated and results-oriented, with drive, energy, and a strong bias for action; detail-oriented and hands-on
• Proficient in MS Office, with basic IT skills
• Ability to travel regularly, including overnight stays for customer meetings, trade shows, training, and other work-related events
• A valid driver's license and personal auto insurance as required by state law
• Ability to successfully complete the pre-employment process

• Bachelor’s degree in Sales, Marketing, Business Administration, or a related field, or equivalent combined education and sales experience
• Prior experience in the coffee category
• Established relationships with decision-makers…