Director of National Account Sales

Harbor Food Service Director of National Account Sales

US-WA-Kent

General Summary

The Director of National Account Sales is responsible for driving profitable growth with national, regional, and multi-unit food service customers within the company’s west coast footprint. This role owns strategy, execution, and performance for west coast locations, ensuring strong customer partnerships, pricing discipline, and consistent operational excellence in operations.

The Director reports to and works closely with the President of Food service and the President of Wholesale to align account strategy and growth initiatives across both business units. Customers include national and regional multi-unit restaurant and healthcare food service accounts.

• This position is based in the Greater Seattle/Tacoma area with ability to travel throughout the West Coast (25–50%) as well as travel nationally for conference, DMA events, and other entities requiring in-person attendance.

Compensation: $140-165K DOE with executive bonus program

Benefits

Summary:

Benefits for Harbor Team Members include vacation, sick time, personal floating holiday, paid holidays, medical, dental, vision, and life insurance, 401(k) retirement plan with a generous employer match and some great Harbor perks.

The Director of National Account Sales is a dynamic and highly strategic position requiring key competencies:

• Strategic account leadership
• Financial and pricing discipline
• Relationship-based selling
• Cross-functional and cross-business influence with impeccable communication skills both written and verbal
• Operational execution with key understanding of multi-departmental synergies and needs
• Results-driven mindset

ESSENTIAL

JOB RESPONSIBILITIES:

National & Regional Account Leadership

• Lead strategy and execution for national, regional, and multi-unit food service accounts across the West Coast.
• Primary liaison with DMA, our partner for national distribution solutions
• Negotiate pricing, contracts, and program terms consistent with national agreements and margin objectives.
• Serve as the senior point of contact for customer procurement and operations leadership.

Growth, Retention & Account Development

• Identify, pursue, and secure national and multi-unit accounts aligned with the organization’s culture and values.
• Retain and grow regional multi-unit food service accounts through partnership-driven account management.
• Drive profitable growth through new units, expanded categories, and increased share of wallet.
• Develop and execute annual account plans with clear revenue, margin, and growth objectives.

Customer Relationship Management

• Build and maintain executive-level relationships with customer stakeholders across procurement, operations, culinary, and finance.
• Act as a trusted advisor while ensuring high service levels and timely issue resolution.

Cross-Functional & Cross-Business Collaboration

• Work closely with Food service and Wholesale business units to ensure consistent strategy and execution.
• Partner with Category Management, Pricing, Supply Chain, Operations, Marketing, and Finance to deliver seamless account execution.
• Coordinate with manufacturer partners and brokers to support programs, promotions, and growth initiatives.
• Represent the voice of the customer internally and translate needs into actionable plans.

Financial Performance & Analytics

• Own pricing integrity, margin performance, and rebate compliance for assigned accounts.
• Monitor account profitability and contract compliance, proactively addressing variances.
• Leverage data and analytics to inform pricing strategy, forecasting, and growth planning.

Strategic Planning & Scalability

• Participate in strategic planning related to facility capacity, network optimization, and potential acquisitions to support growth in multi-unit business.
• Collaborate with executive leadership to ensure infrastructure and capabilities align with customer growth plans.

Leadership & Influence

• Lead, coach, and develop National Account Managers or supporting sales team members as applicable.
• Establish performance expectations and accountability aligned with Food service and Wholesale objectives.
• Influence cross-functional teams to…