Key Account Manager - Foodservice
About The Position
The National Account Manager (Non‑Commercial) for Flora Food Group Foodservice is a high‑impact sales leadership role responsible for driving growth and profitability across GPOs (Group Purchasing Organizations) and non‑commercial segments, including Healthcare, Education, Senior Living, and Business & Industry (B&I). This role owns the full sales cycle, from long‑term strategic planning through complex contract negotiation, and plays a critical role in expanding Flora’s plant‑based portfolio featuring iconic brands such as Violife, Flora, and Country Crock, while also leading the launch of our new full dairy portfolio. Success in this role requires strong commercial judgment, executive‑level relationship management, and the ability to translate strategy into results across complex foodservice organizations.
Requirements
- Bachelor’s degree required
- Experience within Foodservice, broadline distribution, and non‑commercial channels
- Strong negotiation, influence, and collaboration skills
- Excellent strategic planning and analytical capabilities
- Strong verbal and written communication skills
- Solid understanding of P&L management, financial projections, and key commercial metrics
- Experience using sales planning systems
- Proficiency in Microsoft Office (Excel, PowerPoint, Word)
- Willingness to travel for customer meetings and internal collaboration
Responsibilities
- Drive growth within strategic non‑commercial operator segments by partnering directly with GPOs and major networks (including Sodexo, Foodbuy, and Aramark)
- Lead compliance, conversion, and penetration initiatives against negotiated contracts
- Influence large subgroups and regional operators to maximize brand adoption
- Develop and execute 1–3 year strategic growth plans and Joint Business Plans (JBPs)
- Deliver against profit, volume, distribution, and margin objectives
- Identify whitespace opportunities and accelerate sustainable growth
- Lead complex contract negotiations and pricing strategies
- Ensure long‑term agreements deliver optimized financial outcomes for the Foodservice division
- Navigate multi‑stakeholder decision environments with confidence and precision
- Build and maintain strong, value‑based relationships with senior executives and decision‑makers at national accounts, GPOs, and buying groups
- Position Flora as a trusted, solutions‑oriented partner
- Drive penetration of branded butters, spreads, creams, and cheeses into new menu applications
- Support innovation and portfolio expansion across non‑commercial channels
- Partner closely with Marketing, R&D, Culinary, Finance, and Supply Chain teams
- Help shape customer‑specific product solutions, innovation pipelines, and go‑to‑market strategies
- Analyze customer data, P&L performance, and market trends
- Identify incremental opportunities while proactively managing risks
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What This Job Offers
Job Type
Full-time
Career Level
Senior
