National Accounts Sales Manager

Overview

Roland Foods, LLC, based in New York City, is an importer and distributor of high-quality specialty food products from more than 40 countries. The company provides customers with exceptional specialty foods, primarily offered under the Roland brand, across food service, retail, and industrial channels as well as internationally. Food service is the heart of the business, with the Roland brand being a leading back-of-house brand in the industry.

Roland Foods procures ingredients from the places that make them best, supporting quality, authenticity, and creativity for consumers and chefs alike.

Roland Foods is expanding its Food service sales team and is seeking an experienced and motivated sales professional to drive National Account customer acquisition and strategic growth with existing National Account customers. The National Accounts Sales Manager (NASM) is a quota-carrying, revenue-accountable sales position reporting to the National Account Sales Director. The ideal candidate has meaningful experience selling to large, complex Food service customers and can develop strategic relationships throughout a customer’s organization, including executives, culinary, and procurement leaders.

Prior experience selling to national chains and prospecting/acquiring new strategic customers is required. Experience with non-commercial, group purchasing organizations (GPO) customers is a plus.

Location: Remote (U.S.); must be located near a major airport

• Significantly contribute to the overall growth of the Food service National Accounts channel by sourcing new strategic accounts and growing business within a defined set of existing accounts.
• Actively identify key customers to acquire and pursue business development opportunities using a hunting mindset.
• Direct account management of existing customers with a focus on strategic engagement to achieve volume and net sales goals.
• Develop strategic partnerships through direct interactions with culinary and R&D teams, purchasing leaders, and executives.
• Coordinate with local and regional distributors to effectively service operators and maintain exceptional service levels.
• Manage existing and new programs for customers (e.g., pricing, rebates, and sampling).
• Support existing business and pursue new placement opportunities with the goal of creating incremental growth through direct and indirect selling activities.
• Complete customer RFPs and contract renewals.
• Collaborate with internal teams to execute sales strategies and solutions (e.g., Strategy, Revenue Management, Strategic Sourcing, and Supply Chain).
• Partner with supply and demand planning teams to deliver accurate projections for existing and new placements.
• Provide ad-hoc reports and presentation support for the National Account Sales Director and Roland's executive leadership team.
• Document all activity around the customer for ongoing reference, performance management, and future internal growth using relevant technology platforms.
• Demonstrate project management and ownership of opportunities, manage implementation, and verify ongoing pull-through.

• Cultivate and manage profitable relationships with customers.
• Engage Roland's leadership and culinary teams as necessary (e.g., NASD, SVP Sales, Marketing, R&D Chef).
• Develop an understanding of the customer's organizational/decision-making structure to maneuver effectively within the organization.
• Deliver customer business reviews and category performance presentations, ensuring consistent contact and follow-up on opportunities and initiatives.
• Participate in long-term planning and execution with customer leadership.
• Attend trade shows and customer conferences where appropriate.

• Delivery of the business plans across customers to meet or exceed national account volume and net sales targets.
• Quota attainment for new opportunity wins.
• Quantifiable achievement of personal and professional development goals.
• Meaningful, strategically aligned activity and account performance tracking via Salesforce.
• Proactive, timely, and effective contract negotiating using contract management software.

Required

• 7+ years of sales experience.
• 5+ years of experience in the food industry; particularly selling into food service national accounts.
• Strong administrative and organizational skills with experience using a CRM program, preferably Salesforce.
• Proficiency in Microsoft Suite with emphasis on Excel and PowerPoint.
• Exceptional communication and presentation skills.
• Analytical mindset with experience using business analytics platforms, like Tableau or Power BI.
• General understanding of P&L and strong forecasting abilities.
• Ability to travel up to 60% as required.

Preferred

• Bachelor's Degree and/or Culinary Arts Degree.
• Possess an established list of contacts within the top 100 Food service chains.
• A proven record of successfully selling to national chains and commercial regional chains.
• Organized,…