National Account Manager C-Stores

C.H. Guenther & Son•San Antonio, TX

14d•Remote

About The Position

Establishes, develops, and grows strategic business partnerships with existing and targeted national and regional Convenience Store accounts using a consultative selling approach. Identifies, develops, and establishes sales and profit opportunities for future product types. Assists customers in menu analyses to identify target opportunities for C.H. Guenther. The ideal candidate possesses critical experiences and proficiencies in both large national account management as well as in business development. Duties and Responsibilities: Maintains open & frequent communication with existing customer base via live visits & virtual meetings: Participates and demonstrates in customer conventions/trade shows. Leads QA/product incident response with active accounts. Conducts regular business reviews with top accounts to review business performance and to continuously seek new volume growth opportunities. Work closely with Commodities/Procurement team to deliver ongoing Commodity updates to key customers (e.g., latest trends with wheat, flour, sugar, oils, etc.) Ability to drive strong business relationships to earn the right to be viewed as an outstanding partner to our customers, an extension of their own teams/departments, and to always represent CHG in the highest regard. Plays an active role in drafting new Supply Agreements and Pricing Proposals for customers, in collaboration with CHG’s Revenue Growth Management and Legal teams. Increase base business through new accounts. Makes “warm” calls from prospect lists to identify key decision makers. Focused prospecting/researching for potential new accounts. Submits samples for current and new products. Responsible for annual sales budget for targeted accounts Responsible for securing profitable new business as part of annual budget. Clear and direct communication with multiple inter-company departments especially National Accounts Product Marketing/Commercialization Team. Other departments include Quality Assurance, Supply Chain, Customer Service, Purchasing, R & D and Culinary. Manages projects with R & D team and our Product Marketing Team to expedite new business development. Develops thorough understanding of Target Customer operational capabilities through direct involvement with Customer R & D and restaurant operations. Executes all required administrative work in timely fashion. Performs all other duties as assigned.

Requirements

A bachelor’s degree in Business, Marketing, or other related field
Minimum of 5 years’ experience selling/managing National and Regional Convenience Store chains
Proficient in Microsoft Word, Excel, and PowerPoint
Demonstrated leadership skills and possesses the ability to develop interdepartmental relationships
Strong verbal and written communication skills
Proven strategic selling skills and, preferably, having successfully completed strategic selling courses such as Challenger, Miller Heiman, Gartner, etc.
Ability to work effectively with diverse groups of associates and customers ranging from entry level to executive level positions
Ability to work with multiple departments including but not limited to Cost Accounting, Operations, Purchasing, R & D, Supply Chain, Legal, Culinary, Quality Assurance, and Information Services, both internally and externally
Ability to manage multiple tasks, often with competing deadlines
Ability to prioritize projects and clearly communicate direction internally and externally
Proficient use of computer and related software
Must live near a U.S. airport
Substantial travel required (up to 40%) mostly in the United States
Remote home office; must reside within the designated territory and be within a reasonable commuting distance of a major airport

Nice To Haves

Culinary or Sales related accreditation a plus
Experience in Food Manufacturing, and a basic understanding of plant operations, a plus

Responsibilities

Maintains open & frequent communication with existing customer base via live visits & virtual meetings
Participates and demonstrates in customer conventions/trade shows
Leads QA/product incident response with active accounts
Conducts regular business reviews with top accounts to review business performance and to continuously seek new volume growth opportunities
Work closely with Commodities/Procurement team to deliver ongoing Commodity updates to key customers (e.g., latest trends with wheat, flour, sugar, oils, etc.)
Ability to drive strong business relationships to earn the right to be viewed as an outstanding partner to our customers, an extension of their own teams/departments, and to always represent CHG in the highest regard
Plays an active role in drafting new Supply Agreements and Pricing Proposals for customers, in collaboration with CHG’s Revenue Growth Management and Legal teams
Increase base business through new accounts
Makes “warm” calls from prospect lists to identify key decision makers
Focused prospecting/researching for potential new accounts
Submits samples for current and new products
Responsible for annual sales budget for targeted accounts
Responsible for securing profitable new business as part of annual budget
Clear and direct communication with multiple inter-company departments especially National Accounts Product Marketing/Commercialization Team
Manages projects with R & D team and our Product Marketing Team to expedite new business development
Develops thorough understanding of Target Customer operational capabilities through direct involvement with Customer R & D and restaurant operations
Executes all required administrative work in timely fashion
Performs all other duties as assigned