Sr. Director - Contract Management & Strategic Accounts
- Hiring from
- Probably Worldwide
- Work type
- Remote
- Posted
- Sep 24, 2026
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POSITION: Sr. Director – Contract Management & Strategic Accounts
REPORTS TO: Vice President - Sales
PERKS & BENEFITS – Sr. Director – Contract Management & Strategic Accounts
- Top Workplace Winner
- Weekly Pay
- Free Meal Buffet, Discount on JTM Products
- Free Uniforms, Shoe Allowance
- Free Gym Membership, Free Health Screenings
- Full Medical Benefits
- 401K/Profit Sharing
- Generous PTO
- Bonus Potential (Referral Bonus, Service Bonus, etc.)
SCOPE – Sr. Director – Contract Management & Strategic Accounts
The Senior Director – Contract Management & Strategic Accounts leads J.T.M. Food Group’s strategic relationships with national and regional contract management and group purchasing organizations.
This position develops and executes enterprise account strategies that increase J.T.M.’s revenue, product penetration, and customer utilization across K-12, College & University, Healthcare, and other strategic foodservice segments. The Senior Director partners with J.T.M.’s sales teams by using steams customer relationships, market intelligence, product knowledge, culinary insight, and commercial strategy to convert targeted opportunities into measurable account growth.
The role converts product approvals into sustained customer utilization by securing menu placement, integrating products into customer recipe and menu-management systems, and launching commercialization programs that drive operator adoption and profitable sales growth.
The Senior Director serves as a strategic business partner and enterprise resource by opening doors, building executive relationships, identifying opportunities, securing approvals, and developing commercial strategies that strengthen J.T.M.’s sales organizations.
This position requires extensive travel, approximately 70%, to support strategic customer relationships, business development initiatives, customer meetings, industry events, and cross-functional priorities.
KEY RESPONSIBILITIES – Sr. Director – Contract Management & Strategic Accounts
Strategic Account Leadership
- Develop and maintain strategic account plans for key national and regional contract management organizations, including target opportunities, expected revenue impact, activation priorities, owner assignments, and timing.
- Establish and maintain executive-level relationships with procurement, culinary, category management, menu development, nutrition, marketing, and operational leadership.
- Develop a thorough understanding of each strategic partner’s business model, organizational structure, procurement strategy, growth objectives, menu priorities, and customer requirements.
- Identify and prioritize high-value opportunities based on customer need, revenue potential, product fit, margin profile, operational feasibility, and alignment with J.T.M.’s commercial objectives.
- Serve as a senior-level representative of J.T.M. in strategic customer discussions and negotiations.
- Establish long-term account strategies designed to increase J.T.M.’s relevance, product penetration, customer utilization, and profitable revenue.
Contract Management Organization Strategy
- Lead J.T.M.’s strategic engagement with national and regional contract management and group purchasing organizations.
- Develop strategies to expand J.T.M.’s presence across K-12, College & University, Healthcare, and other appropriate managed foodservice segments.
- Monitor contract cycles, procurement initiatives, category strategies, competitive activity, and organizational priorities to position J.T.M. for future opportunities.
- Identify emerging customer needs and translate market intelligence into actionable strategies for Sales, Marketing, Culinary, R&D, and Product Development.
- Develop relationships that position J.T.M. as a strategic supplier and business partner rather than solely as a product provider.
Product Approval & APL Management
- Lead strategic initiatives to secure national and regional product approvals for J.T.M.’s product portfolio.
- Develop and execute strategies that maximize the commercial value of Approved Product List (APL) placement.
- Partner with Sales, Culinary, Marketing, R&D, Regulatory, and Operations to ensure products presented to strategic customers align with customer requirements and market opportunities.
- Monitor approved product performance using sales activity, utilization trends, menu placement, customer compliance, and profit contribution to identify opportunities for expanded penetration.
- Convert product approvals into measurable customer adoption, menu placement, purchasing activity, and profitable sales growth.
Menu, Recipe & Culinary Integration
- Drive approved J.T.M. products beyond APL placement by securing integration into customer recipe databases, menu management systems, recipe decks, culinary standards, and digital menu planning platforms.
- Partner with customer culinary and menu-development teams to identify applications and menu opportunities that increase product utilization.
- Identify opportunities to incorporate J.T.M. products into standardized recipes, menu cycles, seasonal offerings, limited-time offers, and promotional initiatives.
- Collaborate with J.T.M. Culinary, R&D, Marketing, and Product Development to develop customer-specific solutions and menu concepts.
- Monitor menu trends, consumer preferences, nutrition priorities, and customer culinary strategies to identify opportunities for product innovation and commercialization.
Customer Marketing & Commercialization
- Develop and negotiate strategic marketing programs that create measurable value for both J.T.M. and strategic customers.
- Partner with customer marketing, culinary, category management, and operational teams to incorporate J.T.M. products into promotional calendars, LTOs, seasonal features, recipe promotions, and marketing campaigns.
- Develop commercialization strategies that translate product approval into operator awareness, trial, adoption, and sustained utilization.
- Identify opportunities to increase customer compliance and utilization through targeted marketing and sales initiatives.
- Measure strategic marketing programs using customer engagement, operator adoption, utilization, revenue growth, and profit contribution; recommend improvements based on the results.
Sales Partnership & Business Development
- Serve as a strategic resource to J.T.M.’s K-12, College & University, Healthcare, and other sales teams.
- Partner with sales leadership to identify products, categories, customers, and opportunities with the greatest long-term growth potential.
- Provide strategic guidance, customer intelligence, and executive-level access that enhances the effectiveness of J.T.M.’s sales organizations.
- Support sales teams in developing customer-specific strategies without assuming direct responsibility for their day-to-day management.
- Facilitate communication between strategic customers and J.T.M. sales organizations to accelerate opportunity development and execution.
- Identify opportunities to expand existing customer relationships into new segments, geographies, categories, and applications.
Market Intelligence & Competitive Strategy
- Maintain current knowledge of contract management organizations, foodservice industry trends, competitive activity, customer priorities, procurement strategies, and emerging market opportunities.
- Monitor customer contract cycles, category initiatives, menu trends, competitive positioning, and purchasing behaviors.
- Provide actionable market intelligence to sales leadership, Marketing, R&D, Product Development, and executive leadership.
- Identify strategic risks and opportunities and recommend actions that strengthen J.T.M.’s competitive position.
- Anticipate changes in customer requirements and market dynamics and proactively position J.T.M.’s products and capabilities accordingly.
Cross-Functional Leadership
- Collaborate closely with Marketing, Culinary, R&D, Regulatory, Operations, Supply Chain, Product Development, Finance, IT, and Sales.
- Lead cross-functional initiatives that support strategic customer objectives and J.T.M.’s commercial priorities.
- Establish clear owners, timelines, milestones, and communication cadences across internal teams supporting strategic accounts.
- Ensure customer commitments are effectively communicated internally and executed in a timely and coordinated manner.
- Serve as an enterprise-level connector between strategic customers and J.T.M.’s internal resources.
SUCCESS CRITERIA – Sr. Director – Contract Management & Strategic Accounts
- Year-over-year growth in strategic account revenue, gross profit, and contribution margin.
- Increase in the number of approved J.T.M. products, active APL placements, and product categories represented within contract management and group purchasing organizations.
- Percentage of approved products incorporated into customer recipe systems, menu platforms, culinary standards, purchasing guides, or menu-development processes.
- Growth in unit-level purchasing activity, utilization frequency, and customer compliance for approved J.T.M. products.
- Revenue generated through strategic marketing initiatives, LTOs, recipe promotions, and negotiated customer programs.
- Successful conversion of product approvals into sustained operator adoption and profitable sales growth.
- Growth across K-12, College & University, Healthcare, and other managed foodservice segments.
- Strength and depth of executive relationships with key strategic customers.
- Successful alignment of strategic account plans with J.T.M.’s Sales Divisions.
- Increased collaboration among Contract Management, Sales, Marketing, Culinary, Operations, Product Development, Supply Chain, and IT.
- Execution of long-term strategic initiatives that deliver measurable revenue growth, margin improvement, customer adoption, or market expansion for J.T.M.
EXPERIENCE AND SKILL REQUIREMENTS – Sr. Director – Contract Management & Strategic Accounts
- Minimum 5 years of progressive experience in foodservice, food manufacturing, contract management, strategic accounts, national accounts, sales, marketing, or related commercial leadership.
- Demonstrated experience managing strategic relationships with large, complex foodservice organizations.
- Experience working with national or regional contract management organizations is strongly preferred.
- Demonstrated success securing product approvals and converting approvals into sustained customer utilization and revenue growth.
- Experience developing and executing strategic account plans and customer-specific commercialization strategies.
- Experience partnering with executive-level procurement, culinary, category management, marketing, and operational stakeholders.
- Experience leading cross-functional initiatives in a matrixed organizational environment.
Knowledge & Skills
- Executive-level business acumen with the ability to translate customer strategies into measurable commercial opportunities.
- Exceptional strategic account management and relationship-building capabilities.
- Strong understanding of foodservice procurement, contract management, menu development, culinary operations, and customer commercialization.
- Demonstrated ability to influence executive stakeholders and build long-term strategic partnerships.
- Strong negotiation, presentation, communication, and interpersonal skills.
- Advanced analytical and business-planning capabilities.
- Ability to interpret market intelligence, customer data, sales trends, and competitive information and translate findings into actionable strategies.
- Exceptional organizational and project-management skills.
- Ability to manage multiple complex initiatives while maintaining accountability for results.
- Demonstrated ability to lead and influence cross-functional teams without direct authority.
- Strong decision-making skills with the ability to balance customer needs, strategic objectives, operational capabilities, and financial performance.
- Ability to represent J.T.M. professionally and credibly with senior executives and industry leaders.
Certifications
- ServSafe® Certification preferred or ability to obtain within designated timeframe.
- Additional foodservice, sales, or industry certifications may be considered beneficial.
*All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or status as a protected veteran. Equal Opportunity Employer M/F/Disabled/Vets. We participate in E-Verify.