Director of National Accounts

Company Description

Charlie's Produce is a privately owned wholesale produce company. We are the largest privately owned produce wholesaler on the West Coast, and we are growing. The secret to our success in this industry is PEOPLE! We strive to hire the best and we reward them with a working environment that fosters loyalty, stability, innovation, and growth. Charlie's was founded in quality, and we are proud that it is still our focus.

With a team of dedicated people who are passionate about food, supply chain, and their community we are looking for like minded individuals to help further our goal to enhance our communities through quality produce.

• An amazing company culture!
• Medical/Dental/Vision on the first of the month following hire.
• ESOP (Profit Sharing) and 401(k).
• Paid vacations, paid holidays.
• Pre-tax commuter benefits, and onsite parking.
• 100% Prepaid College Tuition for employees and their dependents.
• Employee assistance program (EAP).

• $140K - $190K Dependent on Experience and Location of Role
• Eligible for discretionary bonus program

The Director of national accounts works with the Senior and Executive staff to lead the company's efforts to maintain and enhance relationships with multi-unit, contracted customers. They are responsible for achieving company sales goals and assigned strategic initiatives. Lead and direct all customer contract negotiations and RFPs, maintain corporate contacts and relationships, establish business development strategy for new and existing business and interact with existing and prospective customers at a high level.

• Conduct and/or attend key customer business reviews. Evaluate business performance both internal and external
• Identify & lead RFP process for new business as well as contract renewal.
• Establish sales partnerships with key customers including regular business reviews that leverage competitive analysis, industry trends and financial acumen.
• Staying current on customer contract term dates to ensure contracts do not lapse
• Oversee, evaluate and approve rebates and audits for multi-divisional accounts, evaluate net margin for national programs.
• Must work positively and collaboratively between multiple departments and/or divisions; assist and train team members on interdepartmental problem solving.
• Suggest continued improvements as they relate to items, accounts, and pricing rules.
• Provide annual forecasting and budget plans on new business to executive leadership.
• Develop, monitor, maintain and report on national account and multi-unit performance KPI's
• Responsible for the successful implementation and rollout of new customer groups and/or growing markets/regions
• Work with executive leadership, division managers and sales managers to maintain a corporate prospect list
• Seek out and collaborate with vendors as it pertains to contracting commodities and/or onboarding new items.
• Work with procurement leads
• Attend annual conferences; establish team, agenda, and strategy to meet business objectives

Establish relationships and attend product and program exhibitions, farm tours, facility tours, etc. as needed

• 5 + years of contract sales experience in a wholesale or broadliner environment.
• Prior experience with Sales, Procurement, Processing, Operations, Transportation, Logistics, Contracting, and/or Project Management.
• Intermediate contract negotiation experience and data analysis. Ability to read and understand division financials.
• Intermediate Microsoft Suite knowledge, and prior experience with AS400, and Tableau is preferred.
• Skills:
  
  Strong decision-making skills and ability to handle complex situations.
• Intermediate analysis. Tableau reporting, excel validations, and pricing/reporting calculations.
• Excellent verbal and written communication skills.
• Strong interpersonal skills for building and nurturing relationships internally and externally.
• Effectively manage a dynamic workload that entails both time-sensitive daily responsibilities as well as less time-bound tasks, ensuring timely completion of assigned workload.
• Abilities:
  Ability to work independently with a high level of awareness of…