Director of National Accounts

Ghirardelli Chocolate Company; California (MO); Remote; USD 170,000 - 223,000; Full time

Job summary

Ghirardelli Chocolate Company is seeking a dynamic Director of National Accounts to lead national accounts for the Professional Products Division. This role focuses on strategic growth with top restaurant chains and industrial bakeries, emphasizing sales performance and team development within a collaborative leadership structure.

Benefits

Medical insurance

Vision insurance

401(k)

Paid maternity leave

Paid paternity leave

Tuition assistance

Disability insurance

Qualifications

• 10 years of CPG/Foodservice selling and management experience.
• Experience developing National Accounts teams.
• History of exceeding sales targets.

Responsibilities

• Lead strategic development and management of national accounts.
• Develop and coach a high-performing sales team.
• Achieve sales metrics and customer relationship goals.

Skills

Leadership

Strategic Thinking

Sales Management

Customer Relationship Management

Education

Bachelor's Degree or equivalent experience in Business or related field

Job description

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The Director of National Accounts, PPD is responsible for leading the strategic development and ongoing management of national accounts for the Professional Products Division (PPD). Focus is targeted on the top 250 restaurant chains in the nation and the industrial bakeries that supply desserts to these chains. Some of these leading chains are current customers, but many are targets for future business. Responsibilities include exceeding NTS and GP% targets, achieving key sales metrics of delivering PPD distribution, pricing, promotion, marketing, and merchandising objectives. The Director brings both a top-line and bottom-line perspective to all business decisions, while leading a team of National Accounts Managers.

The Director is a member of the Ghirardelli Professional Products Leadership Team, which includes all direct staff of the Vice President, Professional Products Division. This team helps to establish direction for the entire Professional Products organization. The Director is also a member of the Ghirardelli Chocolate Company Leadership Team, which includes all company VPs, Directors, and the CEO.

Lead the Sales Organization

• Set strategic direction for the PPD national accounts sales team to achieve NTS budgets, both short-term and long-term, while influencing attainment of COOP budgets.
• Achieve all Professional Products Sales Priorities, while developing a short and long-term plan for in store presence.
• Discover “big bet” opportunities that could lead to very impactful long-term results.
• Spend within budget and coach team to spend trade funds to achieve the best ROI possible.
• Become an expert in industry and category trends, while working with the NA team to convert these into sales opportunities for Ghirardelli.
• Develop National Accounts Managers on the team for peak performance and future advancement.
• Intervene in situations that require oversight to ensure company policies and values are met.
• Spend within trade funds and departmental budgets.
• Lead monthly Scorecard planning and tracking with all National Accounts Managers.
• Support efforts to achieve high service levels.
• Provide monthly ROFO forecasts, and other necessary data to the VP of Professional Products in a professional and timely manner.

Develop Team Members Individually and Collectively into a High Performing Cohesive Group

• Assess National Accounts Managers, the state of our current & targeted national accounts, and the associated distributor network to support supply. Implement changes as appropriate.
• Develop and coach individuals on the team, providing training as needed to ensure success and to build bench strength.
• Continually assess overall team capability vs. requirements and adjust as needed.
• Manage performance issues quickly and directly.
• Understand professional goals of team members and build plans to help them achieve career goals.

Develop Key Customers

• Develop a strategic vision for the Ghirardelli business (both short and long-term) with your customers to ensure continuous growth for the brand.
• Determine the best channels and customers to grow the Ghirardelli brand.
• Penetrate key customers through all levels of their organizations and across all relevant functions to understand Ghirardelli business development opportunities at each customer.
• Build strong customer relationships across all layers of management and important departments.
• Create brand awareness through “Made With Ghirardelli” activation with POS at store level, social media, and other consumer communications.
• Personally manage any assigned National Accounts.
• Lead and manage national systems distributor strategies to satisfy customer distribution needs while constantly focusing on improving service levels.

Be a Leader within the Professional Products Organization and Company

• Demonstrate passion, commitment, and integrity in all activities.
• Treat confidential information as such.
• Take both a top-line and bottom-line perspective on all issues.
• Collaborate effectively across departments and cohesively enroll support from headquarters.
• Sound strategic thinking and ability to produce original ideas.
• Ability to solve problems and overcome obstacles.
• Sell, live, demonstrate, and protect the premium image of our products.
• Build the Ghirardelli Brand Equity by demonstrating quality in everything you do.
• May perform other duties as assigned or necessary.

Minimum Education & Experience Required

• 10 years of CPG/Foodservice selling and management experience, with an emphasis on increasing levels or responsibilities.
• Travel, both domestically and internationally, on average 2 - 3 nights per week, but up to 4 nights in a week
• Home office or corporate office
• Rare to Occasional ability to lift and carry up to 50 pounds
• Occasional to Constant Repetitive Fine Manipulation (keyboarding, ten key, writing)
• Rare to Occasional Simple Grasping
• Occasional to Frequent Sitting
• Occasional to Frequent Walking
• Occasional twisting of the neck and waist
• Rare to Occasional Reaching at or below the shoulder level
• Occasional to Frequent usage of verbal communication equipment (telephone, radio, cellular)
• Rare to occasional squatting (filing & retrieving files)

*This role is remote and the salary is based on location and level of experience.

California (outside of Bay Area): $170,891 - $222,188

Outside of California: $161,897 - 210,494

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Industries

  Food and Beverage Services

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Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

Paid maternity leave

Paid paternity leave

Tuition assistance

Disability insurance

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