National Account Manager - Foodservice (Dining)

Lavazza North America Inc•San Diego, CA

1d•$110,000 - $120,000•Remote

About The Position

Lavazza North America’s Foodservice Sales team expands the company’s presence in the Away from Home channel by building distributor partnerships and delivering premium coffee solutions. The National Account Manager protects and grows strategic national Foodservice accounts across hospitality, travel, cruise line, and other multi-unit channels. The role develops profitable, brand-building customer programs integrating coffee, equipment, service, training, marketing, pricing, distribution, and implementation requirements. The National Account Manager leads the customer lifecycle from opportunity development and commercial negotiation through launch, expansion, renewal, and performance management, aligning regional sales teams and cross-functional partners for consistent execution. The position is remote and may be based in New York City, Northern New Jersey, Los Angeles, or San Diego. Travel is up to 50%, including overnight travel and occasional evening or weekend commitments. The listed base salary is $110,000–$120,000 with a 20% annual incentive bonus.

Requirements

Bachelor’s degree in Business, Marketing, Hospitality, or a related field, or equivalent professional experience.
At least 6 years of progressive sales or national account management experience in the beverage, Foodservice, hospitality, or consumer packaged goods industry.
Experience managing strategic national or multi-unit accounts and using consultative selling to translate customer requirements into profitable, executable solutions.
Experience developing and negotiating customer agreements, pricing programs, renewals, and commercial proposals, including presenting recommendations to customer and internal decision-makers.
Experience evaluating profit-and-loss statements, margins, return on investment, sales forecasts, and customer economics to support commercial decisions.
Experience leading complex customer launches, expansions, or cross-functional implementation projects while managing concurrent priorities, deadlines, documentation, and follow-through.
Experience building stakeholder alignment and coordinating decisions across customers, internal cross-functional teams, distributors, service providers, and other external partners.
Experience resolving customer or business issues by assessing requirements, recommending solutions, and coordinating timely corrective actions.
Proficiency in Microsoft Office applications and experience using CRM and collaboration systems to manage a geographically dispersed account portfolio in a remote work environment.

Nice To Haves

Coffee experience.
Knowledge of Foodservice distribution models, distributor relationship management, coffee products, brewing or espresso equipment, equipment service models, or preventive maintenance programs.

Responsibilities

Manage and grow a portfolio of strategic national accounts by protecting existing business, strengthening customer relationships, increasing brand visibility, and delivering profitable sales growth.
Build and maintain an active pipeline of national account prospects across hospitality, travel, cruise line, and other multi-unit Foodservice operators.
Develop customer-specific programs integrating product assortment, branding, equipment, service, training, marketing support, pricing, distribution, and implementation requirements.
Lead commercial negotiations for customer agreements, pricing changes, equipment investments, service commitments, renewals, and required internal approvals.
Prepare financially sound business cases and proposals evaluating volume, margin, implementation costs, equipment and service investment, and expected return on investment.
Coordinate launches, expansions, and issue resolution with Regional Sales Directors and cross-functional teams to support consistent execution across markets.
Partner with Technical Services, equipment providers, trainers, Supply Chain, Customer Service, and distributors on equipment programs, maintenance, training, inventory, ordering, and delivery requirements.
Monitor account performance, customer commitments, risks, opportunities, and forecasts, and maintain accurate customer and opportunity information in the CRM system.
Represent Lavazza at customer meetings, business reviews, site visits, trade events, program launches, and other industry activities.