National Accounts Sales Manager

Roland Foods•New York City, NY

13h•$100,000 - $130,000•Remote

About The Position

Roland Foods, LLC, based in New York City, is an importer and distributor of high-quality specialty food products from more than 40 countries. Founded in Paris in 1934 and established in the U.S. in 1939, the Company provides customers with exceptional specialty foods, primarily offered under the Roland brand. The company sells its quality foods across the foodservice, retail, and industrial channels as well as internationally. Foodservice is the heart of the business, with the Roland® brand being one of the esteemed back-of-house brands in the industry. Roland Foods’ is the original purveyor of the world’s finest flavors and its assortment is unrivalled, with products spanning global cuisine segments: from French Dijon mustard, to Israeli couscous, to Thai fish sauce, to Mexican salsa macha, Roland Foods procures ingredients from the places that make them best. And for this the Roland® brand is synonymous with quality, authenticity and creativity for the consumer and chef alike. Roland Foods is excited and committed to growing our Foodservice sales team, and we are seeking an experienced and motivated sales professional to drive National Account customer acquisition and strategic growth with existing National Account customers. The National Accounts Sales Manager (NASM) is a quota-carrying, revenue-accountable sales position reporting to the National Account Sales Director. The ideal candidate demonstrates meaningful experience selling to large, complex Foodservice customers and the ability to develop strategic relationships throughout a customer’s organization including executives, culinary and procurement leaders. A proven record of successfully selling to national chains and experience prospecting and acquiring new strategic customers is a requirement for this role. Prior experience working with non-commercial, group purchasing organizations (GPO) customers and significant members of GPOs is an advantage for this position. Location: Remote (U.S.); must be located near a major airport

Requirements

7+ years of sales experience
5+ years of experience in the food industry; particularly selling into food service national accounts.
Strong administrative and organizational skills with experience using a CRM program, preferably Salesforce
Proficiency in Microsoft Suite with emphasis on Excel and PowerPoint
Exceptional communication and presentation skills
Analytical mindset with experience using business analytics platforms, like Tableau or Power BI
General understanding of P&L and strong forecasting abilities
Ability to travel up to 60% required
A proven record of successfully selling to national chains and commercial region chains
Organized, and detail-oriented with strong technical writing skills
Ability to create executive-level presentations

Nice To Haves

Preferred Bachelor’s Degree and/or Culinary Arts Degree
Possess an established list of contacts within the top 100 Foodservice chains and prospective lists for development
Prior experience working with non-commercial, group purchasing organizations (GPO) customers and significant members of GPOs is an advantage for this position.

Responsibilities

Significantly contributing to the overall growth of the Foodservice National Accounts channel by sourcing new strategic accounts and growing business within a defined set of existing accounts.
Actively identify key customers to acquire and pursue business development opportunities using a hunting mindset
Direct account management of existing customers with a focus on strategic engagement to achieve volume and net sales goals
Develop strategic partnerships through direct interactions with culinary and R&D teams, purchasing leaders, and executives
Coordinate with local and regional distributors to effectively service operators and maintain exceptional service levels
Manage existing and new programs for customers (e.g. pricing, rebates, and sampling)
Support existing business and pursue new placement opportunities with the goal of creating incremental growth through direct and indirect selling activities
Complete customer RFPs and contract renewals
Collaborate and partner with internal teams to execute sales strategies and solutions (e.g. Strategy, Revenue Management, Strategic Sourcing, and Supply Chain)
Partner with supply and demand planning team to deliver accurate projections for existing and new placements
Provide ad-hoc reports and presentation support for the National Account Sales Director and Roland’s executive leadership team
Document all activity around the customer for ongoing reference, performance management, and future internal growth using relevant technology platforms
Demonstrate project management and 100% ownership of opportunities, manage implementation, and verify ongoing pull-through
Build deep and strategic relationships with customers
Cultivate and manage profitable relationships with customers
Engage Roland’s leadership and culinary teams as necessary (i.e., bring in NASD, SVP Sales, Marketing, R&D Chef, etc.)
Develop a clear understanding of the customer’s organizational/ decision-making structure to maneuver effectively within the organization
Deliver customer business reviews and category performance presentations, ensuring consistent contact and follow-up on opportunities and initiatives
Participate in long-term planning and execution with customer leadership
Attend trade shows and customer conferences where appropriate