Sales Director, Corporate Accounts

Schweid & Sons

13h•Remote

About The Position

The Sales Director of Corporate Accounts is the commercial owner of Schweid & Sons' national corporate distribution relationships across Foodservice — spanning broadline and multi-unit distributors and buying groups. This leader ensures that corporate-level agreements, rebate programs, promotional funding, and new-item launches translate cleanly into regional and local execution. The role also owns and leads the team representing Schweid & Sons' corporate relationships with multi-unit national chain operators across QSR, fast casual, casual dining, family dining, and emerging concepts, as well as owns and leads the Non-Commercial Accounts team, which owns Schweid & Sons' presence in the non-commercial Foodservice channel — including Business & Industry (B&I), Healthcare, Senior Living, K-12 and College & University, Hospitality, Recreation & Leisure, Corrections, and Military & Government.

Requirements

Bachelor's Degree in Business, Marketing, or related field required; MBA or advanced degree preferred.
Minimum 10+ years of Foodservice sales experience with progressive advancement in scope and responsibility.
Demonstrated success managing national broadline distributors (e.g., Sysco, US Foods, PFG, GFS, Ben E. Keith), buying groups, and redistributors.
Deep understanding of distributor economics — pricing, rebates, deviations, bill-backs, slotting, and Marketing programs.
Proven ability to negotiate complex, multi-year agreements at the corporate/HQ level.
Strong financial acumen with command of P&L, pricing strategy, Marketing management, and customer profitability.
Exceptional communication, presentation, and executive-level relationship skills.
Highly analytical; proficient in Microsoft Office Suite (Excel, PowerPoint, Word) and CRM/analytics platforms.
Ability and willingness to travel up to 30% of the time.

Nice To Haves

Strategic negotiator who can see around corners in distributor and buying group dynamics, with the ability to think big-picture and creatively problem-solve when necessary.
Commercially disciplined — protects margin and program integrity while driving growth.
Collaborative partner to the field sales organization; avoids HQ-vs-field friction.
Polished executive presence; credible at the C-suite of major distributors and buying groups.
Embodies Schweid & Sons' core values of Trust, Respect, Innovation, Pride, and Passion.

Responsibilities

Own and manage the national relationship, contract, and joint business plan for each of the following key corporate distribution partners: Ben E. Keith, Gordon Food Service (GFS), US Foods, Performance Food Group (PFG), IMA – Harbor Foods, Nicholas Foods.
Lead annual joint business planning and quarterly business reviews at the corporate level.
Negotiate pricing, programs, rebates, deviations, and promotional funding structures.
Drive distribution point expansion, new-item acceptance, and category leadership at corporate HQs.
Ensure consistent representation, pricing, and compliance across all operating companies, divisions, and geographies of each partner.
Partner with the Director of Foodservice Sales to align Regional Sales Managers and brokers on pull-through execution at the local DC level.
Work with Supply Chain and Operations to optimize service levels, fill rates, inventory, and logistics across each distributor's network.
Serve as Schweid & Sons' corporate lead and primary point of contact for various Foodservice buying groups, including: Frosty Acres, UniPro Foodservice, Golbon.
Negotiate and manage membership agreements, rebate structures, and program participation.
Represent Schweid & Sons at annual conferences, food shows, and strategic planning meetings.
Drive awareness, distribution, and promotional activity of Schweid & Sons' products within member distributors.
Coordinate communication and pull-through between buying group leadership and Schweid & Sons' Regional Sales Managers.
Measure and report buying group performance, ROI, and growth against plan.
Directly manage the National Accounts RSM, setting strategy, goals, KPIs, and account assignments.
Own the corporate-level relationship with priority national chain customers, including menu development partnerships, RFPs, bids, and multi-year supply agreements.
Drive new-item development, LTO execution, and menu penetration with national chain partners in collaboration with R&D and Marketing.
Oversee pricing, commodity pass-through mechanics, formula pricing, and contract compliance for national chain agreements.
Partner with the Director of Foodservice Sales and Regional Sales Managers to ensure consistent execution, store-level activation, and distributor pull-through across every market each chain operates in.
Identify and pursue new national chain opportunities, including emerging growth concepts and franchise systems.
Lead executive-level customer business reviews, culinary collaborations, and plant visits with national chain partners.
Directly manage the Non-Commercial Accounts Director, setting strategy, segment priorities, goals, and KPIs.
Own the corporate relationships with major contract management companies and non-commercial operators (e.g., Compass Group, Aramark, Sodexo, HMSHost, Delaware North, and comparable segment leaders).
Develop segment-specific value propositions, product assortments, and programs tailored to Healthcare, Education, B&I, and other non-commercial sub-channels.
Lead GPO (Group Purchasing Organization) strategy and participation across non-commercial segments, managing rebate structures, tier compliance, and contract renewals.
Pursue competitive bids, RFPs, and multi-year agreements with contract feeders and non-commercial operators.
Partner with Regulatory, Quality, and R&D to ensure products meet the unique specifications of non-commercial segments (e.g., CN labeling, Smart Snacks, Healthcare nutritional standards, Buy-American compliance).
Collaborate with the Director of Foodservice Sales to ensure alignment with regional and distributor execution where non-commercial volume flows through broadline or regional DSDs.
Develop and execute Schweid & Sons' national corporate account strategy across distribution, buying groups, and redistribution.
Build multi-year joint business plans with each strategic partner, tied to clear volume, revenue, margin, and distribution targets.
Identify and pursue emerging distribution opportunities, including new multi-unit distributors, regional consolidators, and specialty channels.
Own the pricing, marketing, and rebate architecture for corporate accounts; ensure programs are profitable, competitive, and internally aligned.
Partner with the executive team to align corporate account strategy with the company's production footprint, innovation roadmap, and financial plan.
Work hand-in-hand with the Director of Foodservice Sales to ensure corporate programs are executed at the regional and operator level.
Partner with Finance on deduction resolution, pricing governance, and distributor profitability analytics.
Collaborate with Supply Chain and Operations on forecasting, slotting, new-item launches, and service-level performance with each distributor.
Engage Marketing on customer-specific promotions, digital programs, and headquarter-level marketing funds.
Feed distributor insights, competitive intelligence, and operator trends into R&D and Innovation to inform product development priorities.
Achievement of annual revenue, volume, and budget goals for the assigned corporate distributors, national and non-commercial accounts.
Distribution point growth, new-item acceptance, and SKU penetration at each corporate partner.
Joint business plan execution and scorecard results with each key partner.
Service level, fill rate, and supply chain performance across distributor and redistributor networks.
Strength and retention of corporate-level customer relationships.
Effectiveness of alignment and handoff with the Director of Foodservice Sales and Regional Sales Managers.