National Account Manager - Away from Home (AFH)

The Clorox Company

3d•Hybrid

About The Position

Clorox is the place that’s committed to growth – for our people and our brands. Guided by our purpose and values, and with people at the center of everything we do, we believe every one of us can make a positive impact on consumers, communities, and teammates. Join our team. #CloroxIsThePlace Your role at Clorox: The National Account Manager – is a strategic sales role within the Away from Home (AFH) business, responsible for driving sales growth, brand expansion and customer development. The National Account Manager will be responsible for driving and developing a Joint Business Plan (JBP) with each assigned AFH National Account, as outlined by the food business unit’s strategy and annual business plans. With a keen focus on new business development with Top 50 Technomic national restaurant operators (QSR, FSR, casual dining, etc.). This role plays a pivotal part in achieving Clorox’s aggressive multi-year AFH growth target by FY28 by managing strategic national account partnerships within the Food Business Unit. This position also supports field sales acting as a thought partner to the AFH Zone Sales Managers with large regional chains. Success requires strong strategic selling, partnership leadership, and cross-functional collaboration to deliver revenue, profitability, and brand presence across commercial and non-commercial foodservice channels.

Requirements

7+ years of progressive Foodservice/AFH sales experience with nationally branded food products.
Proven success in national operator account management with Technomic 50 operators and new business development.
Proven success in leading national branded marketing campaigns and activations with Technomic 50 operators.
Experience in broker leadership, including strategy, programming, and performance accountability.
Strong experience managing manufacturing or strategic supply partnerships (co-innovation, commercialization, joint planning).
Track record of delivering NCS, profit, and trade ROI targets in complex, matrixed organizations.
Culinary engagement experience — leading tastings, menu ideation, or customer innovation sessions.
Experience with CRM, Power BI, TPM, and industry tools (Technomic, Datassential).
Sales Leadership: Ability to merge brand expertise with a sales-driven approach to secure new business and expand accounts.
Strategic Thinking: Balances short-term delivery with long-term growth; connects account and partnership strategies to enterprise goals.
Financial Acumen: P&L fluency; strong trade management and profitability focus.
Partnership Management: Builds credibility with operators, brokers, and manufacturing partners; aligns them to AFH strategy.
Communication Impact: Distills insights into clear, actionable recommendations; strong in executive-level customer presentations.
Cross-Functional Collaboration: Influences Marketing, R&D, Culinary, Supply Chain, and Finance to deliver on customer needs.
Coaching & Mentorship: Develops Zone Managers by sharing best practices and frameworks for success.
Growth Mindset: Bold, innovative thinker with ability to anticipate challenges and scale solutions.
Relationships: Proven ability to build and maintain relationships with healthcare professionals and key decision-makers.
Travel Requirement Ability to travel 30–40% of the time (more initially to build relationships with partners and top operator accounts).
Workplace type: This role will need to be able to primarily support key foodservice markets, preference CA, Texas, IL and Atlanta Metro area. If talent sits within 50 miles of a Clorox office they will be in office 3x per week in accordance with the Hybrid 2.0 Policy #LI-Hyrbid

Responsibilities

National Account New Business Development
Own end-to-end new business development for National Foodservice operators, from prospecting and targeting through close and execution, with a primary focus on Top 50 Technomic national restaurant brands.
Build and actively manage a national new-business pipeline, driving disciplined funnel management, conversion, and velocity.
Secure new branded wins by expanding operator portfolios through menu innovation, branded partnerships, and differentiated value propositions.
Lead the development and execution of Joint Business Plans (JBPs) with priority operators, aligning growth targets, innovation roadmaps, and commercialization plans.
Orchestrate cross-functional teams (Marketing, Culinary, R&D, Supply Chain, Finance) to co-create operator-specific solutions that unlock incremental new business and accelerate close
National Account Management of Strategic Partnerships
Lead AFH strategic national account partnerships, owning customer strategy, growth targets, objectives, and national execution frameworks.
Set and manage annual growth plans for assigned national accounts, including sales targets, national programs, and activation priorities.
Serve as the primary owner of the customer relationship, leading senior stakeholder engagement, communication, and joint planning.
Own all customer-facing sales strategy and execution at the national level, ensuring alignment and activation across Clorox Sales, Zone Sales Managers, and manufacturing partners.
Orchestrate cross-functional teams (Sales, Marketing, Finance, Supply Chain) to deliver consistent national execution, performance tracking, and accountability across regions.
Drive Business Planning and Strategy Development
Lead business planning process with national account partnerships.
Ensure complete and execution plans that drive drives sales in geography and achieve results within trade spending budget
Apply a profitability lens in all negotiations, trade funding, and pipeline prioritization.
Own demand forecast inputs national account partnerships; partner with Supply Chain to ensure forecast accuracy, customer service levels, and service resilience.
Create and implement business plans that align with AFH business goals and objectives, delivering Sales, Profit, Margin, and Trade targets.
Provide feedback and thought leadership to internal teams and BU leadership on customer needs, AFH channel dynamics, and competitive insights to organize resources and drive growth.
Sales Business Plan - Deliver Financial Targets
Deliver assigned NCS, profit contribution, forecast accuracy, and trade ROI targets across accounts and partnerships.
Manage account-level and partner trade investments with discipline; ensure compliance with enterprise guardrails.
Manage trade funds associated with the account with no overspends.
Ensure account plans are not only communicated, but also executed on via ongoing collaboration with Clorox’s extended sales broker or manufacturing partner.
Engage our People as Owners
Provide leadership and direction to the Zone Managers team, modeling best-in-class selling, elevating branded partnerships, and strengthening account management.
Share frameworks, tools, and best practices to enable stronger pipeline development and execution at the zone level.