Corporate Account Executive (Away From Home Sales)

The J.M. Smucker Co.

13d•Remote

About The Position

Drive profitable growth and strengthen strategic customer partnerships as the Corporate Account Executive responsible for Sysco and Restaurant Depot. In this role, you will develop and execute customer-specific business plans, expand distribution, strengthen contract execution, identify category growth opportunities, and deliver annual sales and profitability objectives. You will serve as the primary commercial contact for these assigned accounts and collaborate across the organization to translate customer insights and company priorities into effective growth plans. Success will be achieved through strategic account leadership, cross-functional collaboration, influence, and disciplined execution.

Requirements

Bachelor’s degree in Business, Marketing, Sales, Finance, or a related field
8+ years of progressive experience in sales, account management, customer business development, category management, or a related commercial role
Demonstrated experience managing large national or regional foodservice distributors, cash-and-carry wholesalers, or similarly complex customer accounts
Demonstrated ability to deliver sales growth and manage customer profitability
Strong financial acumen, including experience analyzing account performance, trade investment, pricing, and return on investment
Strong negotiation, communication, presentation, and relationship-management skills
Ability to analyze complex information and translate insights into clear, actionable business recommendations
Proven ability to lead cross-functional work and influence decisions without direct authority
Ability to manage multiple priorities, customer needs, and deadlines in a fast-paced environment
Proficiency with Microsoft PowerPoint, Excel, Outlook, and other business-planning and analytical tools
Ability to travel as required to support customer meetings, business reviews, industry events, and internal planning activities

Nice To Haves

Experience working directly with Sysco and Restaurant Depot
Consumer packaged goods, foodservice, wholesale, or away-from-home channel experience
Large national branded CPG experience
Experience with customer profit-and-loss management, revenue growth management, and trade-investment optimization
Experience using customer data, syndicated data, forecasting platforms, customer relationship management systems, or business-intelligence tools
Strong strategic thinking and the ability to connect customer opportunities with broader category, channel, and company priorities
Executive-level communication skills and the ability to present clear recommendations supported by business and financial analysis
Strong planning and execution skills, with consistent attention to detail and follow-through
A collaborative, customer-focused approach and the ability to build trust across internal and external teams
Ability to operate independently, demonstrate sound judgment, and take ownership of business results

Responsibilities

Develop and execute annual and multi-year strategic business plans for Sysco and Restaurant Depot that align customer priorities with company growth and profitability objectives.
Deliver annual sales, volume, profit, distribution, and market-share objectives for assigned accounts.
Identify opportunities to expand distribution, increase category penetration, improve product assortment, and accelerate profitable growth.
Support long-term growth by identifying new business opportunities, strengthening strategic partnerships, and improving execution across assigned accounts.
Own the Senior level HQ and Field relationships with customer decision makers across category, procurement, merchandising, sales, supply chain and other functional teams.
Lead customer business reviews, joint business planning, and ongoing performance discussions.
Develop customer-specific category, pricing, promotional, and assortment strategies based on business performance, customer needs, and market insights.
Resolve customer issues by coordinating with the appropriate internal teams and maintaining clear communication with customer stakeholders.
Negotiate customer agreements, programs, pricing, and business terms in alignment with company strategies and financial objectives.
Ensure accurate and timely execution of customer contracts, pricing agreements, promotional programs, and strategic initiatives.
Manage customer profit-and-loss performance, trade investment, and promotional spending to improve account profitability and return on investment.
Analyze sales, volume, distribution, financial, and customer data to identify risks, opportunities, and recommended actions.
Develop accurate customer forecasts and proactively communicate changes in demand, business conditions, risks, and opportunities.
Monitor competitive activity, market trends, customer strategies, and industry developments that could affect assigned accounts.
Prepare and deliver account updates, forecasts, business reviews, recommendations, and performance summaries to sales leadership.
Collaborate with Sales, Marketing, Revenue Growth Management, Finance, Supply Chain, Customer Service, and other internal partners to execute account plans.
Lead internal account-planning processes and communicate customer priorities, decisions, and execution requirements across functions.
Influence internal and external stakeholders without direct authority to achieve customer and company objectives.
Maintain accurate and timely account information, customer plans, forecasts, and opportunity updates within applicable company systems.