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Job Title: National Account Manager - Business Development, Commercial
Reports To: VP, Commercial Sales
Location: 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.
POSITION SUMMARY:
The National Account Manager – Business Development reports to the VP, Commercial Sales and is part of our Foodservice sales division. The Commercial team focuses on the top 200 large Commercial Foodservice 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.
SUPERVISORY RESPONSIBILITIES:
- None
KEY RESPONSIBILITIES:
New Business Development
- Build and execute a business development plan to win new Commercial Foodservice 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
Key Account Management
- 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 QUALIFICATIONS:
- 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
PREFERRED QUALIFICATIONS:
- 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 at Foodservice chains
- Experience with C4C or a similar CRM platform
PHYSICAL REQUIREMENTS:
- Prolonged periods of sitting at a desk and working on a computer
- Frequent sitting, standing, walking, reaching, typing, reading, talking, and hearing
- The ability to lift up to 15 pounds with or without assistance
COMPANY PROFILE:
Royal Cup, Inc. is the proven leader in sourcing, roasting, blending, and distributing high-quality coffees and fine teas since 1896 and is the chosen partner for restaurants, hotels, offices, and commuters across the country. We are a family-owned business rooted in a longstanding tradition of coffee roasting excellence that takes pride in our unparalleled dedication to customer care.
We are a large, privately held national importer, roaster, and distributor of coffees, teas, and related products that have been in business for more than 125 years. Royal Cup, Inc. currently provides products, equipment, and service to restaurants, hotels, convenience stores, businesses, and individuals throughout the United States, and we are growing!
At Royal Cup, Inc. having a customer-centric focus is not simply a motto; our employees believe we each have a responsibility to provide outstanding service to our customers. Our customer-centric focus results in actions we live by that not only retain our current customer base but grow our presence with new, high-impact accounts across the country based on exceptional products and service.
We believe serving our customers well, serves us well. We are results-oriented and strive to not only retain our current customer base but grow our presence with new, high-impact accounts across the country by offering exceptional products and service.
Royal Cup Coffee and Tea strives to be sustainably minded and a good corporate steward in all business endeavors. It is also what others expect of us – our employees, our customers and vendors, our local communities, and the coffee and tea industry we help represent. This mindset permeates the actions we take today for tomorrow.
BENEFITS:
Royal Cup Coffee offers a competitive compensation plan and a comprehensive benefits program. On top of being a part of a well-caffeinated team, the benefits program includes healthcare, dental, vision, 401(k), company-paid life and disability insurance, Flexible Spending Account plan, select tuition reimbursement, paid parental leave, remote work opportunities, paid holidays, and vacation time. We also provide ongoing training that is designed to provide maximum success for our employees.
Royal Cup is committed to a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or another legally protected status. For individuals with disabilities who would like to request an accommodation, please contact us at 1-800-366-5836.