Director of National Accounts

Charlie's Produce•Seattle, WA

5d•Onsite

About The Position

The Director of National Accounts works with senior and executive staff to lead the company’s efforts to maintain and enhance relationships with multi-unit, contracted customers. They are responsible for achieving company sales goals and assigned strategic initiatives. This role involves leading and directing all customer contract negotiations and RFPs, maintaining corporate contacts and relationships, establishing business development strategy for new and existing business, and interacting with existing and prospective customers at a high level.

Requirements

5 + years of contract sales experience in a wholesale or broadliner environment.
Prior experience with Sales, Procurement, Processing, Operations, Transportation, Logistics, Contracting, and/or Project Management.
Intermediate contract negotiation experience and data analysis.
Ability to read and understand division financials.
Intermediate Microsoft Suite knowledge.
Strong decision-making skills and ability to handle complex situations.
Intermediate analysis.
Excellent verbal and written communication skills.
Strong interpersonal skills for building and nurturing relationships internally and externally.
Effectively manage a dynamic workload that entails both time-sensitive daily responsibilities as well as less time-bound tasks, ensuring timely completion of assigned workload.
Ability to work independently with a high level of awareness of company strategic goals.
Ability and willingness to embrace change and drive process improvements, including adapting to new technologies and tools.

Nice To Haves

Prior experience with AS400, and Tableau is preferred.
Tableau reporting, excel validations, and pricing/reporting calculations.

Responsibilities

Conduct and/or attend key customer business reviews.
Evaluate business performance both internal and external.
Identify & lead RFP process for new business as well as contract renewal.
Establish sales partnerships with key customers including regular business reviews that leverage competitive analysis, industry trends and financial acumen.
Stay current on customer contract term dates to ensure contracts do not lapse.
Oversee, evaluate and approve rebates and audits for multi-divisional accounts, evaluate net margin for national programs.
Work positively and collaboratively between multiple departments and/or divisions; assist and train team members on interdepartmental problem solving.
Suggest continued improvements as they relate to items, accounts, and pricing rules.
Provide annual forecasting and budget plans on new business to executive leadership.
Develop, monitor, maintain and report on national account and multi-unit performance KPIs.
Responsible for the successful implementation and rollout of new customer groups and/or growing markets/regions.
Work with executive leadership, division managers and sales managers to maintain a corporate prospect list.
Seek out and collaborate with vendors as it pertains to contracting commodities and/or onboarding new items.
Work with procurement leads.
Attend annual conferences; establish team, agenda, and strategy to meet business objectives.
Establish relationships and attend product and program exhibitions, farm tours, facility tours, etc. as needed.