National Account Manager -Business & Industry (B&I)

Mondelēz International

About The Position

In this role, you will be responsible for delivering top line sales growth by expanding Mondelez penetration within the Business & Industry (B&I) Away From Home vertical. This segment includes corporate dining, workplace refreshment services, micro-markets, canteens, OCS/vending operators, and national Managed Service Providers. As the National Account Manager B&I, you will focus on developing strategic growth with top workplace solutions partner including Aramark Refreshment Services, Canteen/cafe providers, and large multi-regional OCS/micro-market operators while identifying new opportunities across corporate campuses, manufacturing sites, business parks, and hybrid/remote enabled offices. This role serves as the dedicated headquarters liaison for major B&I operators. Reporting to the Non-Commercial Verticals Customer Business Leader, you will collaborate closely with field sales, distribution, broker partners, and operator networks to activate growth across a dynamic and rapidly evolving workplace eating/refreshment landscape. The ideal candidate has deep experience in workplace foodservice, OCS/vending/micro-market channels, and managed refreshment environments, with strong contract negotiation skills and the ability to build data-driven strategies that scale Mondelez portfolio presence across complex procurement, merchandising, and operational models.

Requirements

Bachelor’s Degree required.
Minimum 5 years of Foodservice experience within B&I, OCS/Vending, Micro-Markets, Workplace Refreshment Services, or Managed Services.
Strong understanding of operator economics, compliance drivers, distribution pathways, and workplace procurement structures.
Proven ability to collaborate across functions and operate with an entrepreneurial, test and learn mindset in a fast-evolving vertical.
Strong financial acumen including forecasting, trade/revenue management, contract valuation, P&L ownership, and growth modeling.
Highly organized and detail oriented, able to manage multiple partners, deadlines, and strategic workstreams simultaneously.
Demonstrated negotiation skills, delivering win/win outcomes with strategic operators and partners.
Excellent communicator able to simplify complexity, craft compelling customer narratives, and influence stakeholders at all levels.
Comfortable engaging senior leadership both internally and externally, with strong interpersonal skills and executive presence.
Innovative, creative problem solver willing to challenge norms and uncover new white-space growth opportunities within workplace refreshment environments.
25–30% travel to operator headquarters, corporate campuses, distribution partners, tradeshows, and field activation events.

Responsibilities

Strategic Leadership & Partner Management Serve as the Vertical Lead for the B&I segment, owning strategy, execution, and relationship management for top workplace refreshment providers, including canteen style operators, Aramark Refreshment Services, and major OCS/micro-market networks.
Act as the primary headquarters contact for national and regional B&I partners, developing annual Joint Business Plans, compliance programs, merchandising strategies, and category growth initiatives.
Growth & Sales Activation Use sales, operator, and market insights to identify penetration gaps and close distribution, menuing, and merchandising voids across the B&I ecosystem.
Build and execute comprehensive B&I growth strategies using Circana, Technomic, and industry-specific insights (vending/OCS benchmarking, micro-market data, workplace consumption trends).
Maintain and grow existing B&I partnerships while developing a strong pipeline of new corporate campus or operator-level opportunities aligned with channel KPIs and Vision 2030.
Pipeline Management & Analytics Manage activity, pipeline, and progress through HubSpot CRM documenting engagement, tracking wins, analyzing incremental volume, and presenting performance updates.
Use CRM and distribution insights to inform long-term strategies, SKU rationalization, compliance tracking, and operator segmentation.
Contracting & Negotiation Lead multi-year contract negotiations using JVC principles, including pricing architecture, volume/growth commitments, planogram or menu compliance, and governance structures.
Oversee contract enablement and execution by collaborating cross-functionally with revenue management, supply chain, finance, and operator-facing teams.
Cross-Functional Collaboration Work closely with field sales, broker networks, and distribution partners to activate B&I programs, influence merchandising standards, and improve last-mile execution.
Partner with marketing and category teams to create workplace-specific selling stories, seasonal programs, and solution bundles for micro-markets, vending, and OCS.
Industry Engagement Represent Mondelēz at key events, strengthening brand visibility and building executive level operator relationships.
Stay current with industry trends including hybrid workplace shifts, micro-market expansion, and evolving snacking behavior to inform strategy.