National Account Manager, Managed Services/GPO

Mondelēz International

About The Position

In this role, you will be responsible for leading Mondelēz’s national business with the managed service partners (but not limited to) Compass/Foodbuy, Sodexo, Aramark, Entegra, Avendra, Your core focus is delivering profitable case growth, strengthening distribution, and expanding Mondelēz presence across national and regional branches. As the National Account Manager for Managed Services/GPO, you will serve as the dedicated headquarters contact for these partners. You will lead national strategy, business planning, contract negotiation, trade investment management, and the development of marketing programs that create a triple win for Mondelēz, the distributor, and the operator. Close collaboration with distributor category management, culinary teams, and national accounts leaders is essential in unlocking joint growth. Reporting to the Customer Business Leader, you will also partner with field sales and broker teams to ensure flawless execution, resolve distribution gaps, and accelerate operator pull-through across all customer segments supplied by these partners. The ideal candidate brings strong commercial acumen, deep knowledge of managed services economics, advanced negotiation skills, and the ability to build strategic, data-driven partnerships that support long-term sustainable growth.

Requirements

Bachelor’s degree required.
Minimum five years of experience in Away From Home Managed Services/GPOs.
Strong understanding of pricing models and operator selling dynamics.
Demonstrated success leading contract negotiations, managing trade investment, and building marketing programs that deliver a triple win.
Advanced analytical, financial, and negotiation capabilities.
Strong relationship building skills and the ability to collaborate across sales, finance, supply chain, marketing, and culinary teams.
Highly organized with the ability to manage multiple priorities and large national customers simultaneously.
25-35% travel required (distributor HQ, regional divisions, business planning sessions, industry events, etc.)

Nice To Haves

Preferred experience in healthcare or education channel.

Responsibilities

Managed Services Leadership and HQ Relationship Ownership Serve as the national headquarters lead, owning overall strategy, annual planning, and partnership development.
Lead Joint Business Planning and long-range growth strategies, focusing on profitable distribution gains, pricing governance, trade planning, and brand building within each distributor network.
Own agenda and execution of top to top meetings from concept to execution.
Own scorecarding the business each month with monthly reporting.
Act as the central point of contact for category managers, vertical leads, merchandising leaders, national accounts teams, supply chain, and culinary innovation groups.
Align on new product listings, category opportunities, operator activation, and strategic programs that drive Mondelēz volume and visibility.
Sales Growth, Distribution Expansion and Execution Use business intelligence, case volume analytics, and operator trends to identify distribution gaps and prioritize national and regional opportunities.
Drive case growth by improving distribution, driving operator demand, increasing compliance with national programs, and elevating visibility of core and innovation SKUs.
Deliver compelling selling stories supported by insights and analytics to influence distributor priorities and operator engagement.
Contract Negotiation, Trade Management and Program Governance Lead negotiation and renewal of national agreements Managed Services partners, ensuring pricing structures, margin expectations, and program economics support profitable growth.
Manage all trade investment, program accruals, funding structures, and performance metrics with a commitment to delivering a triple win for Mondelēz, the distributor, and the operator.
Oversee program compliance, pricing accuracy, contract governance, and quarterly business reviews in collaboration with revenue management, finance, and supply chain.
Develop and activate operator-focused marketing programs, culinary solutions, menu applications, and promotional investments that drive incremental case growth and strengthen brand preference.
Cross Functional Collaboration Collaborate with field sales and broker partners to execute programs, strengthen branch engagement, and accelerate operator penetration.
Partner closely with supply chain to manage service levels, inventory flow, and warehouse transitions to ensure uninterrupted product availability.
Work with customer marketing to develop and deliver foodservice-specific selling materials, culinary applications, distributor sales meeting content, and marketing investments that support joint strategies.
Pipeline, Forecasting and Analytics Manage all business initiatives, opportunity pipelines, and activity tracking through HubSpot CRM.
Deliver accurate forecasts, financial models, performance reporting, and insight-driven recommendations for internal stakeholders and distributor leadership.
Prioritize initiatives based on data, profitability, and strategic value.