Director, National Accounts | Foodservice

Summary

The National Account Director, Food service is responsible for leading strategic partnerships with some of the most influential food service brands in North America. This role goes beyond traditional account management — it requires a commercial leader who can build relationships, unlock growth through innovation, and lead complex cross‑functional initiatives that create “win‑wins” for both the customer and the organization. The ideal candidate is a strategic seller and business builder who thrives in collaborative environments, understands how to translate customer insights into scalable bakery solutions, and can operate confidently in both cross‑functional and senior leadership environments with the customer.

This role requires a high degree of ownership and accountability. The National Account Sales Director is expected to operate as the general manager of their business, proactively identifying opportunities, solving problems, and mobilizing internal resources to deliver results.

• FGF believes in Home Grown Talent, accelerated career growth with leadership training, and unleashing your potential.
• Competitive Compensation, Health & Welfare Benefits including Vision & Dental, and flexible options at competitive premiums.
• 401(k) matching program
• Discount program - Restaurants, gyms, shopping, etc.
• Tuition reimbursement

• Own and develop executive‑level relationships with national restaurant, coffee, and food service chains along with alternate channels.
• Lead account strategies that position the Company as a long‑term innovation and supply partner at a scale that elevates customer conversations beyond price and RFPs leaning toward value, innovation, and partnership.
• Develop multi‑year growth strategies across assigned strategic accounts, oftentimes aligned with capacity expansion priorities.
• Execute account growth plans that expand share of menu, place new product capabilities, and unlock new paths for innovation – becoming irreplaceable in the process.
• Translate culinary trends, consumer insights, and operational realities into new, proactive opportunities within existing accounts that lead to scalable, viable bakery solutions.
• Serve as the quarterback of cross‑functional teams, supporting major customer and commercialization initiatives from concept through national rollout.
• Take ownership for moving projects forward – removing obstacles, influencing key decision makers, and driving alignment.
• Operate with an ownership mindset – viewing each account as a business that must grow, perform, and continuously improve.
• Grow and maintain a deep understanding of competitive landscape across food service bakery.
• Demonstrate consistent ownership, initiative, and a commitment to improving both individual and team performance.

• Minimum of 5 years of National Account sales experience, particularly with a strong track record of leading and building key relationships within the Top 100 food service chains.
• Bachelor’s degree in Business, Marketing, Hospitality Management, Food Science, or related discipline preferred; candidates with equivalent, relevant business experience will also be considered.
• Experience and a passion for premium, value‑added branded food products is strongly preferred.
• Entrepreneurial, innovative DNA with excellent organizational and communication skills (both verbal and written).
• Must be a “risk taker” that is never satisfied with the status.
• Deep understanding of food service supply chains, distribution networks, commercialization, and menu development strategies.
• Must possess key competencies such as strategic selling, customer curiosity, and analytical skills supported by leveraging consumer insights, AI technologies, and industry trends.
• Demonstrated success with developing effective sales, pricing, and multi‑year growth strategies with planning acumen to ensure execution and deliver results.
• Experienced in building effective alliances with cross‑functional resource departments within the customer organization to drive alignment.
• Ability to thrive in a remote work environment, with a demonstrated ability to effectively manage schedule, priorities, and communications across multi‑layered organizations.
• Proficiency with delivering effective sales presentations in both corporate and intimate sales settings within the National Account Channel, often within top‑to‑top customer engagements.
• Travel is expected 30‑50% of the time, depending on active customer and Company.
• This position operates within a remote sales structure, allowing flexibility in work location with occasional Company headquarters visits.
• The role reports into the VP, Strategic & National Accounts.