National Account Manager C&U

The Kraft Heinz Company

18d•$104,200 - $130,200•Remote

About The Position

The National Account Manager owns the business for an assigned channel and customer accounts, with accountability for profitable growth, market penetration, and winning new business. The role serves as a liaison between Kraft Heinz, its Sales organization, customers, and partners in the Non-Commercial Foodservice segment. It leads channel priorities across K-12, College & University (C&U), Business & Industry (B&I), and Healthcare, and manages relationships with GPO/CMC partners and other strategic accounts. The role develops data-driven customer and channel strategies, business plans, selling stories, and recommendations. It manages a profitable sales pipeline and customer P&L and EBITDA objectives; leads joint business planning, customer business reviews, contract negotiations, and commercial discussions; and guides trade-spend strategy. The National Account Manager partners with cross-functional teams on customer programs, new SKUs, sales collateral, and execution, and supports S&OP, forecasting, demand planning, and waste mitigation. This is a remote-based role performed from a home office with expected overnight travel, which varies by territory. The position has a salaried, exempt schedule. The new-hire base salary range is $104,200–$130,200, and the position is eligible for a performance-based bonus. Kraft Heinz describes benefits and wellbeing offerings that may vary by role and other factors, including healthcare coverage, paid time off, company holidays, leave, flexible work arrangements, training, employee assistance and wellbeing programs, family support programs, 401(k), life insurance, accidental death and dismemberment coverage, and disability coverage.

Requirements

Prior sales experience with demonstrated major account management that has resulted in profitable volume, customer penetration, new business attainment, and growth.
Strong business acumen and judgment, including a track record of securing profitable volume and walking away from less profitable deals.
Strong analytical skills and experience using systems to track and record sales, support business planning, and develop data-driven customer strategies.
Effective written and verbal communication, presentation, influence, and advanced negotiation skills with internal and external stakeholders.
Proficiency in Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook.
Valid driver’s license and ability to meet MVR requirements.
Willingness and ability to travel overnight; amount varies by territory.

Nice To Haves

Bachelor’s degree in business, marketing, sales, or a related field; equivalent combinations of education and experience will be considered.
Experience in national accounts sales, restaurant, culinary, and/or distributor industries.
Experience in the Education channel, including K-12, colleges, or universities.

Responsibilities

Serve as a key liaison between Kraft Heinz, the Sales organization, assigned customers, and partners to build relationships and drive profitable growth in Non-Commercial Foodservice.
Develop and lead channel-specific priorities across K-12, College & University, Business & Industry, and Healthcare to achieve growth goals and increase market penetration and share.
Manage relationships with GPO/CMC partners, including Foodbuy/Compass, Entegra/Sodexo, Aramark/Avendra, Premier, and Vizient, and identify new partnership opportunities.
Use market, customer, insights, and sales data to identify opportunities, analyze performance gaps, target customers, and develop growth strategies.
Develop, track, analyze, and evaluate customer and channel business plans to drive total customer profitability.
Lead Joint Business Planning with strategic and small-to-mid-tier accounts, aligning customer programs with customer strategies and Kraft Heinz objectives.
Build and manage a profitable sales pipeline, convert opportunities, and identify incremental branded opportunities with new and existing customers.
Grow assigned customer business through revenue and profitability targets, share gains, new and core item distribution, and management of customer P&L and EBITDA objectives.
Develop customer selling stories and recommendations using insights, analytics, and market data to support opportunities and influence customer decisions.
Develop and track Non-Commercial KPIs and sales metrics, and communicate results, gaps, pipeline progress, and opportunities in sales meetings and business reviews.
Prepare and present customer business reviews covering performance, opportunities, recommendations, and forward-looking strategies.
Lead and support contract negotiations, deal creation, customer presentations, and commercial discussions with internal and external stakeholders.
Guide channel trade-spend strategy, evaluate program ROI, and recommend or negotiate adjustments to improve effectiveness and profitability.
Partner with Supply Chain, Demand Planning, Legal, Culinary, Marketing, R&D, and other stakeholders to develop customer programs, new SKUs, sales collateral, and solutions.
Support S&OP and forecasting processes, including demand planning and waste-mitigation efforts.
Challenge internal and external teams to develop creative solutions and pursue emerging business opportunities.
Build business cases, evaluate ROI, interpret sales performance, and influence P&L outcomes.
Apply an entrepreneurial, action-oriented approach, showing ownership, sound decision-making, perseverance, and problem-solving.
Use written and verbal communication, presentation, influence, and negotiation skills with internal and external stakeholders.

Benefits

Performance-based bonus eligibility.
Healthcare coverage for employees and eligible dependents, including medical, prescription drug, dental, and vision options.
Paid time off and company holidays.
Leave of absence.
Flexible work arrangements.
Recognition and training opportunities.
Employee Assistance Program.
Wellbeing programs and family support programs.
401(k).
Life insurance.
Accidental death and dismemberment coverage.
Disability coverage.
Screenings and assessments.
Resources and learning opportunities supporting physical, social, emotional, and financial wellbeing.