National Accounts Sales Director

ABOUT THE ROLE 

Roland Foods is excited and committed to growing our Foodservice sales team, and we are seeking an experienced and motivated sales professional to lead our National Accounts sales team. The National Accounts Sales Director (NASD) is a quota-carrying sales and leadership position. This is a revenue accountability role with leadership responsibilities for the National Accounts team. The ideal candidate demonstrates significant experience selling to large, complex Commercial Restaurant customers and the ability to develop strategic relationships throughout a customer’s organization including executives and culinary and procurement leaders. A proven record of successfully selling to National Foodservice chains and experience leading a sales team is a must for this role. Additionally, this individual must be able to manage an existing book of business while prospecting for new customers and opportunities. The primary objective for this role is to accelerate national account sales growth through successful team management and individual contributions.  

Location: Remote role in the United States with proximity to a major airport.

RESPONSIBILITIES 

Successfully manage and grow Roland Foods’ National Accounts channel (team/customers/revenue) by overseeing the creation and execution of strategic customer plans with high integrity

• Oversee the selling process and sales team to achieve volume and net sales growth goals
• Develop strategic partnerships through 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
• Management of existing and new customer programs (e.g. pricing, rebates, and sampling)
• Management of customer RFPs and contract renewals
• Collaborate and partner with internal teams to help develop sales strategies and solutions (e.g. Strategy, Revenue Management, Category Management and Supply Chain)
• Inform supply chain demand planning on existing and new placements
• Provide ad-hoc reports and presentations for Roland Foods’ executive leadership team
• Review monthly sales volumes versus plans, report on variances, and provide quarterly forecasts

Build deep and strategic relationships with customers

• Cultivate and manage profitable relationships with customers
• Engage Roland Foods’ leadership and culinary teams as necessary (i.e., bring in SVP Sales, COO, CEO, Marketing, R&D Chef, etc.)
• Develop a clear understanding of the customer’s organizational/ decision-making structure to maneuver effectively within the organization
• Deliver customer business reviews and category performance presentations
• Participate in long-term planning and execution with customer leadership

Build cross-functional support by collaborating with front-line and senior levels in the organization

• Communicate with Executive Leadership, Strategy, Revenue Management, Strategic Sourcing, Supply Chain, and People and Culture to lead aligned execution of how Roland Foods goes to market
• Represent the National Accounts sales team by truly understanding the day-to-day details and customer interactions to help develop and influence strategic decisions that affect the company
• Provide insights from the sales field to the Strategy and Supply Chain teams

Strategically manage the sales team to maximize results

• Leverage team resources/talent to maximize effective business plan delivery across National Accounts, National/Regional distributors
• Set and communicate clear objectives for the team and individual team members
• Manage team budgets for salaries, travel, and entertainment

Team development, management, and leadership

• Identify, recruit, and retain a balanced and diverse team based on member/candidate strengths and role fit supported by relevant knowledge, skills, and experience
• Develop annual goals for both the channel and team members
• Provide the foundation for team effectiveness by creating and maintaining team processes
• Implement and promote Roland Foods’ work culture values (CREST)
• Apply training and coaching effectively for individual and team development
• Complete performance evaluations for direct reports

Key performance metrics

• Delivery of the business plans across customers to meet or exceed national account volume and net sales targets
• Quota attainment for new opportunity wins
• Management capability (organizational health, attrition %) – people development
• Quantifiable achievement of personal and team goals

QUALIFICATIONS AND SKILLS

Required

• 10+ years of sales experience
• 5+ years of experience in the food industry; particularly selling into foodservice Commercial Restaurant national accounts
• Proven leadership capabilities
• Have a solid current book of business & healthy relationships within the Commercial Restaurant channel
• Strong administrative and organizational skills with experience using a CRM program preferably Salesforce
• General understanding of a P&L and forecasting abilities
• Strong communication and presentation skills in front of groups of all sizes
• Ability to travel up to 60%

Preferred

• Organized, detail-oriented with strong technical writing skills
• Ability to create executive-level presentations

SALARY RANGE

Roland Foods hires exceptional people to perform a wide variety of important functions that contribute to the success of the Company. One of the ways Roland Foods does that is through a competitive compensation package. The base salary for this role will be $140,000 - $175,000.

This role is bonus eligible.

Based on your qualifications, previous experience, and transferrable skills, the Company will determine at its sole discretion the salary offered.