National Account Manager K12

Plan and execute the activities of promotion and sales in multiple areas in a given region. Generate, plan, and follow up daily and monthly sales targets and actuals to achieve the sales targets of the region. Support and approve initiation, expenditures, and implementation of investments to meet the company's business requirements. Work in close cooperation with sales force effectiveness and market research professionals to effectively utilize the sales representatives and look for training opportunities and assignments that would enable their personal and career development.

Follow up and increase the performance of each sales representative in the region by making double visits and carrying out periodical coaching. This is a first level of sales management.

As a National Account Manager, you will be responsible for a specified channel. This role is uniquely positioned for an ambitious leader who is craving full ownership and accountability for our products and customers within the assigned Accounts. This is not a traditional sales role. We are searching for a candidate who shows a high level of ownership for their business and is adept at selling solutions and has a proven ability to win new business.

We are seeking a candidate who is eager to be a leader, influencer and activator with internal and external key stakeholders from the first day on the job.

• Serve as a key liaison between Kraft Heinz, the Sales organization, and assigned customers and partners, building strong relationships that drive profitable growth within the Non-Commercial Food service segment.
• Develop and lead channel-specific priorities across K-12, College & University (C&U), Business & Industry (B&I), and Healthcare to deliver quarterly and annual growth goals, increase market penetration, and grow market share.
• Manage and develop relationships across GPO/CMC partners, including Foodbuy/Compass, Entegra/Sodexo, Aramark/Avendra, Premier, and Vizient, while identifying opportunities to establish new Non-Commercial partnerships.
• Serve as a subject matter expert within the Non-Commercial segment, using market, customer, insights, and sales data to identify opportunities, analyze performance gaps, target potential customers, and develop data-driven growth strategies.
• Develop, track, analyze, and evaluate customer and channel business plans based on Kraft Heinz priorities, customer strategies, and external market factors to drive total customer profitability.
• Lead Joint Business Planning with strategic and small-to-mid-tier accounts, tailoring programs to customer strategies while aligning with Kraft Heinz business objectives.
• Build and manage a profitable sales pipeline, driving conversion of opportunities and identifying incremental branded opportunities with new and existing customers.
• Grow assigned customer business through achievement of revenue and profitability targets, share gains, new and core item distribution, and effective management of Customer P&L and EBITDA objectives.
• Develop customer selling stories and recommendations using insights, analytics, and market data to support business opportunities and influence customer decisions.
• Develop and track Non-Commercial KPIs and sales metrics, regularly communicating wins, performance gaps, pipeline progress, and areas of opportunity during key sales meetings and business reviews.
• Prepare and present periodic customer business reviews, effectively communicating business performance, opportunities, recommendations, and forward-looking strategies.
• Lead and support contract negotiations, deal creation, customer presentations, and other commercial discussions with internal and external stakeholders.
• Guide trade-spend strategy by channel, evaluate program ROI, and recommend or negotiate adjustments to maximize the effectiveness and profitability of trade investments.
• Partner cross-functionally with Supply Chain, Demand Planning, Legal, Culinary, Marketing, R&D, and other key stakeholders to develop customer programs, new SKUs, sales collateral, and solutions that support execution of business plans.
• Support S&OP and forecasting processes, including demand planning and waste-mitigation efforts.
• Challenge internal and external teams to think creatively, develop new solutions, and capitalize on emerging business opportunities.
• Demonstrate strong financial and analytical acumen, including the ability to build business cases, evaluate ROI, interpret sales performance,…