National Account Manager - Hotel Management Companies

Chobani • Winner, OR

2d • $123,300 - $150,700 • Remote

About The Position

The National Account Manager (NAM), Hotel Management Companies owns the third-party hotel management company and Real Estate Investment Trust (REIT) owner relationships for La Colombe. Hotel management companies operate large multi-brand portfolios on behalf of owners — a single yes at the management company level can deliver portfolio-wide conversion across many brands and properties simultaneously. The NAM is responsible for building portfolio-level approval, driving multi-brand conversion programs, and securing rollout playbooks across the management company footprint.

Requirements

• 7+ years of Consumer Packaged Goods (CPG) Away From Home (AFH) sales experience, with significant time managing hotel, premium restaurant, or chain accounts at the national level.
• Proven track record managing multi-level chain buyer organizations — corporate procurement, brand Food & Beverage (F&B) leadership, regional operations, and Group Purchasing Organization (GPO) relationships.
• Direct experience with chain Request for Proposal (RFP) cycles, contract negotiation, and per-serving cost modeling.
• Self-motivated, entrepreneurial mindset; able to work independently in a remote environment.
• Strong analytical, presentation, and negotiation skills.
• Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required.
• Comfort navigating multi-brand portfolios and franchisee/owner-operator decision structures.
• Track record of converting a single corporate approval into multi-property rollout.

Nice To Haves

• Strong familiarity with the GPO landscape preferred.
• Prior experience selling into hotel management companies or Real Estate Investment Trust (REIT) owners strongly preferred.

Responsibilities

• Build executive relationships at the corporate level and across regional Food & Beverage (F&B) leadership within leading hotel management companies.
• Own Real Estate Investment Trust (REIT) owner relationships within leading lodging-focused REITs.
• Position La Colombe as a portfolio-wide approved supplier where management companies influence purchasing decisions.
• Drive multi-brand conversion programs by creating rollout strategies when management companies approve La Colombe across their portfolios.
• Develop and execute named-account business plans focused on distribution growth, account programming, and trade investment.
• Drive product placement, beverage program penetration, and menu integration across assigned customer brands.
• Build customized Joint Business Plans (JBPs) that align with customer goals and deliver mutual value.
• Manage Request for Proposal (RFP) cycles, Group Purchasing Organization (GPO) approval pathways, and contract renewals, including per-serving cost modeling and competitive positioning.
• Build strong relationships with key decision makers and stakeholders across corporate, brand, regional, and property levels.
• Negotiate contracts that drive execution and programming while maintaining appropriate trade spend levels.
• Develop customized presentations using business insights to address customer needs and secure execution and programming wins.
• Lead business reviews and hold partners accountable to agreed-upon goals and program performance.
• Participate in relevant trade shows and industry conferences.
• Partner with field sales teams to support property-level execution across key accounts.
• Collaborate with service operations on equipment standards, installation pipelines, and preventive maintenance plans.
• Partner with channel marketing on co-op programs, customer-facing materials, and brand activations.
• Collaborate with product and delivery system teams on on-tap product deployments where applicable.
• Maintain Customer Relationship Management (CRM) records following meaningful customer interactions.
• Provide consistent pipeline updates and forecasts to the Sr. Director, Hospitality.
• Support Quarterly Business Review (QBR) and annual planning processes through account-level revenue, margin, and program performance reporting.

Benefits

• medical, dental, vision coverage
• disability insurance
• health savings account
• flexible spending accounts
• tuition reimbursement
• 401k match of 100% on up to 5% of eligible pay
• fertility and childcare assistance
• 12 weeks of parental leave at full pay after six months of continuous employment
• employee assistance program
• fitness discounts
• a wellness reimbursement
• on-site gym access (certain locations)
• a monthly wellness newsletter
• 120 hours of paid time off
• 11 holidays
• paid volunteer time off

What This Job Offers

• Job Type: Full-time
• Career Level: Senior