Key Account Manager, Northeast Strategic Regional Chains
Campbell Soup Company
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Job summary
Campbell Soup Company is seeking a Regional Chain Account Manager to own the end-to-end commercial performance of a portfolio of National and Regional Chain operators. You will defend and grow relationships while pursuing new business opportunities, building JBPs, and coordinating with R&D, Culinary, and Marketing teams.
You will manage revenue, margin, and trade investments, lead negotiations on complex contracts, and maintain accurate forecasts and CRM records.
Qualifications
- Bachelor's degree.
- 5+ years of progressive customer-facing commercial experience within the CPG industry.
- Experience managing customer P&L performance at a $50M+ business.
- Proven negotiation skills with experience leading strategic commercial agreements and contract discussions.
- Willingness and ability to travel approximately 40–50%.
Responsibilities
- Own end-to-end commercial performance of assigned National and Regional Chain accounts.
- Defend and expand existing customer relationships while pursuing new business opportunities.
- Develop and lead customer strategies and Joint Business Plans (JBPs) aligned to category priorities.
- Drive pricing, promotions, and menu development in collaboration with R&D, Culinary, and Marketing teams.
- Maintain CRM data, forecast inputs, and pipeline management.
- Negotiate complex commercial agreements and multi-year contracts.
- Coordinate with distributors, brokers, and cross-functional teams to ensure execution.
Skills
Education
Tools
Job description
Since 1869, we've connected people through food they love. We’re proud to be stewards of amazing brands that people trust. Our portfolio includes the iconic Campbell’s brand, as well as Cape Cod, Chunky, Goldfish, Kettle Brand, Lance, Late July, Pacific Foods, Pepperidge Farm, Prego, Pace, Rao’s Homemade, Snack Factory, Snyder’s of Hanover. Swanson, and V8. Here, you will make a difference every day. You will be supported to build a rewarding career with opportunities to grow, innovate and inspire. Make history with us.
Benefits begin on day one and include medical, dental, short and long-term disability, AD&D, and life insurance (for individual, families, and domestic partners). Employees are eligible for our matching 401(k) plan and can enroll on the first day of employment with immediate vesting. Campbell’s offers unlimited sick time along with paid time off and holiday pay. If in WHQ – free access to the fitness center. Access to on-site day care (operated by Bright Horizons) and company store. Giving back to the communities where our employees work and live is very important to Campbell’s. Our “Campbell’s Cares” program matches employee donations and/or volunteer activity up to $1,500 annually. Campbell’s has a variety of Employee Resource Groups (ERGs) to support employees.
As a Regional Chain Account Manager, you will own the end-to-end commercial performance of an assigned regional portfolio of strategic National and Regional Chain operators. You will play a critical role in delivering the Commercial team's growth mandate by defending and expanding existing customer relationships while aggressively pursuing new business opportunities.
Own an assigned portfolio of National and Regional Chain customers with full accountability for revenue, margin, trade investment, and overall P&L performance. Execute a dual growth mandate by protecting and growing existing business while identifying, pursuing, and converting new customer opportunities within assigned accounts and territories. Develop and lead customer strategies and Joint Business Plans (JBPs) aligned to category priorities, customer segmentation strategies (Accelerate, Grow, Sustain, Maintain), and overall commercial objectives. Drive innovation adoption, menu expansion, and concept sell-in opportunities by partnering with customers and collaborating closely with R&D, Culinary, and Marketing teams. Build and maintain strong relationships across customer organizations, including operator headquarters, senior leadership, and C-suite stakeholders. Serve as the primary commercial contact and trusted advisor for assigned chain accounts. Lead negotiations for complex commercial agreements and multi-year contracts while ensuring alignment with corporate guidelines and financial objectives. Own customer forecasting inputs, including innovation timing, promotional activities, menu launches, distribution assumptions, and volume projections. Maintain accurate pipeline management, opportunity tracking, forecasting, and customer information within CRM and commercial planning tools. Monitor and communicate market trends, competitive activity, pricing dynamics, and operator insights to influence commercial strategy and innovation priorities. Prioritize selling efforts toward the highest-value opportunities, including strategic chain accounts, whitespace opportunities, and competitive conversion targets. Partner with Distributor Execution leadership, Field Sales, and cross‑functional stakeholders to ensure successful execution of customer strategies. Proactively identify risks and opportunities and implement action plans to protect existing business and accelerate growth. Coordinate with broker partners and regional business managers to maintain clear customer ownership, aligned priorities, and effective coverage across customer and distributor networks. Leverage Sales Operations resources for analytics, trade governance, reporting, and operational support.
National and Regional Chain customer stakeholders, including operator headquarters teams and executive leadership. Commercial and Sales leadership teams. Research & Development (R&D), Culinary, and Marketing partners. Distributor Execution leaders and Field Sales teams. Sales Operations teams providing analytics, trade governance, forecasting, and broker network support. Broker partners and Regional Business Managers. Cross-functional teams supporting customer growth, innovation, and execution.
- Bachelor's degree.
- 5+ years of progressive customer‑facing commercial experience within the CPG industry.
- Demonstrated experience managing customer P&L performance at a $50M+ business scale.
- Proven track record of driving both base‑business growth and new business acquisition.
- Strong executive presence with experience engaging customer headquarters and C‑suite stakeholders.
- Proven negotiation skills with experience leading strategic commercial agreements and contract discussions.
- Experience managing National and/or Regional Chain accounts, including understanding of RFP processes, menu cycles, distributor execution, and multi‑region rollouts.
- Experience partnering cross‑functionally to deliver customer‑focused innovation and commercial solutions.
- Strong analytical, forecasting, pipeline management, and business planning capabilities.
- Ability to operate effectively in a highly matrixed environment and influence across functions.
- Willingness and ability to travel approximately 40–50%.
- MBA or other relevant advanced degree.
- Foodservice, QSR, or Chain‑account experience.
- Experience leading multi‑year strategic customer agreements.
- Strong understanding of operator menu development and innovation commercialization.
- Experience working closely with distributor networks and broker organizations.
- Advanced knowledge of CRM, forecasting, and commercial planning systems.
- Experience supporting enterprise growth strategies within large, complex commercial organizations.
Remote, region‑based position (East or West region depending on assignment). Approximately 40–50% travel for customer meetings, food shows, operator visits, and periodic Camden headquarters engagements. Active member of the Commercial / QSR, Specialty Co. team.
- Delivery of annual operating plan (AOP) targets across revenue, margin, and trade investment performance.
- Successful development, execution, and achievement of customer Joint Business Plans (JBPs).
- Growth of new business pipeline and achievement of conversion and revenue targets.
- Innovation adoption and menu placement across assigned chain accounts.
- Negotiation and execution of strategic multi‑year agreements within established commercial guardrails.
- Sustainable growth and retention of assigned National and Regional Chain customer relationships.
The target base salary range for this full‑time, salaried position is between $117,600-$161,700. Individual base pay depends on work location and additional factors such as experience, job‑related skills, and relevant education or training. Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.
The Company is committed to providing equal opportunity for employees and qualified applicants in all aspects of the employment relationship, including consideration for employment, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, protected veteran status, disability, age, religion, or any other classification protected by law.
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