National Account Manager

ofi; Fresno (CA); On-site; USD 120,000 - 155,000; Full time

Benefits offered by this job

Vacation time from Day 1

Paid Sick Leave

Company Paid Holidays

401K Match on Day 1

Career Growth and Learning

Job summary

ofi is seeking a National Account Manager to drive growth across a portfolio of retail, e-commerce, private label, and branded customers. You will negotiate contracts, develop annual business plans, and lead cross-functional collaboration to deliver profitable revenue growth.

You will report to the Sr Sales Director and collaborate with marketing, innovation, operations, supply chain, finance, quality, and customer service to execute strategic initiatives.

Qualifications

• Five years of National Account Sales and account management experience.
• Seven years of retail branded experience; experience managing national retail, club, grocery, mass market, foodservice, private label, branded, or e-commerce accounts preferred.
• Experience using syndicated data and business intelligence platforms such as Circana, NielsenIQ, SPINS, Numerator, or similar tools preferred.
• Strong pricing strategy, margin management, trade investment, and P&L analysis; excellent forecasting skills.

Responsibilities

• Manage a portfolio of strategic retail, e-commerce, club, grocery, mass, and specialty accounts.
• Develop and execute annual business plans that support customer objectives and ofi growth strategies.
• Build strong relationships with key decision makers across procurement, merchandising, sourcing, marketing, category management, and operations.
• Lead contract negotiations, pricing strategies, promotional planning, and annual customer reviews.

Skills

Excel

PowerPoint

CRM (Salesforce)

Analytical skills

Negotiation

Communication

Relationship building

Travel readiness

Education

Bachelor's degree in business or Food Science

Tools

Circana

NielsenIQ

SPINS

Numerator

Job description

Description ofi is a global leader in food & beverage ingredients and solutions. Through our core ingredient platforms that we’re known for globally – cocoa, coffee, dairy, nuts, and spices – we partner with food and beverage manufacturers, retailers, and foodservice operators worldwide to help meet evolving consumer needs.

Description ofi is a global leader in food & beverage ingredients and solutions. Through our core ingredient platforms that we’re known for globally – cocoa, coffee, dairy, nuts, and spices – we partner with food and beverage manufacturers, retailers, and foodservice operators worldwide to help meet evolving consumer needs. With deep roots in origin countries and close relationships with farmers, we help deliver quality, traceability, transparency, and resilient supply chains. By combining sourcing expertise, market knowledge, innovation, and technical capabilities, we create value for customers while driving positive impact for people and the planet. Together, ofi employees advance our Purpose: to be the change for good food and a healthy future.

Position Summary ofi values in-person collaboration with colleagues – employees are expected to work their specific work schedule on site at their ofi location. The National Account Manager is responsible for developing and executing growth strategies across a portfolio of retail, e-commerce, private label, and branded customer accounts. Reporting to the Sr Sales Director, this role drives profitable revenue growth by building strategic customer partnerships, leading commercial negotiations, and leveraging cross-functional resources to deliver innovative solutions that create value for both customers and ofi. The National Account Manager serves as a trusted advisor to customers and collaborates closely with internal stakeholders across marketing, innovation, operations, supply chain, finance, quality, regulatory, and customer service functions. This position plays a critical role in identifying growth opportunities, managing account performance, and ensuring successful execution of strategic initiatives.

What You’ll Do - Position Responsibilities

• Manage a portfolio of strategic retail, e-commerce, club, grocery, mass, and specialty accounts.
• Develop and execute annual business plans that support customer objectives and ofi growth strategies.
• Build strong relationships with key decision makers across procurement, merchandising, sourcing, marketing, category management, and operations.

Sales & Commercial Management

• Lead contract negotiations, pricing strategies, promotional planning, and annual customer reviews.
• Deliver revenue, volume, profit, and market share objectives for assigned accounts.
• Identify opportunities to expand product offerings and accelerate profitable growth.

Innovation & Commercialization

• Collaborate with innovation and product development teams to bring new products and concepts to market.
• Work with Commercialization team to help lead commercialization efforts from concept through launch.
• Partners with customers on innovation roadmaps aligned to emerging market trends.

Forecasting & Analytics

• Own customer forecasting and demand planning activities.
• Monitor and communicate key performance metrics.
• Utilize market data and analytics to identify opportunities and mitigate risks.

Cross Functional Leadership

• Coordinate with Supply Chain, Operations, Finance, Quality, Customer Service, and Marketing teams to ensure successful execution.
• Lead issue resolution and drive continuous improvement initiatives that enhance customer satisfaction.
• Perform other duties as assigned

Experience You’ll Bring – Role Requirements

• Education/Experience: Candidate will be required to have five (5) years of prior National Account Sales and account management experience. Bachelor’s degree in business and/or Food Science with emphasis in Business or Marketing, or equivalent is required. Candidate may substitute five (5) years of relevant sales experience in lieu of degree. Candidate substituting years of experience in lieu of degree must have a total of ten (10) years of relevant sales experience.
• Previous account management experience: At least seven (7) years retail branded experience; Experience managing national retail, club, grocery, mass market, foodservice, private label, branded, or e-commerce accounts preferred. Experience working within consumer-packaged goods, food and beverage, ingredients, or related industries preferred
• Customer Planning/Data Insights: Demonstrated experience developing joint business plans and executing customer growth strategies. Experience utilizing syndicated data and business intelligence platforms such as Circana, NielsenIQ, SPINS, Numerator, or similar tools preferred.
• Strategic thinking and business and financial acumen: ability to develop and deliver a strategic account plan designed to achieve profitable growth in both business and sales objectives. Excellent analytical and forecasting skills. Familiar with budget, general reporting and contract processes. Strong understanding of pricing strategy, margin management, trade investment, and P&L analysis.
• Effective negotiation and problem-solving skills: ability to use appropriate strategies to address areas of concern, explore alternatives and reach mutually beneficial sales agreements that gain customer’s commitment to action.
• Impactful communicator: ability to convey information and ideas clearly and succinctly to individuals and groups at various levels, in a variety of situations; deliver high-impact presentations suited to the needs of the audience.
• Building influential relationships: ability to build and foster influential customer and internal stakeholder relationships across boundaries (cultural, organizational, geographical, etc) that help deliver value and customer commitments.
• Adaptable: maintain effectiveness when experiencing major changes or shifts in direction; adjusts effectively by exploring the benefits, trying new approaches and collaborating with others to make the change successful.
• Working knowledge of specifications
• Strong Excel, PowerPoint; working knowledge of salesforce or other CRM required
• Able to navigate highly matrixed and large organizations.
• Travel: This role may require up to 50% travel to other worksite locations, suppliers, customers, or business events.

Note: This job description is not intended to be all-inclusive. Employees may perform other related duties as required to meet the ongoing needs of the organization.

ofi provides employees with a comprehensive and competitive benefits package that is designed to support your career, health, and future. Build a Rewarding Career at ofi!

The pay for this role ranges from $120,000 - $155,000 annually and is based on position responsibilities and geographic location. Actual pay within this range may be determined based on the candidate's experience, qualifications, and/or other determining factors.

Performance-based Bonuses: Discretionary bonus rewarding company performance as well as your contributions and impact, for eligible roles.

Comprehensive & Affordable Benefits: Coverage for you (and your eligible dependents) with plans designed for peace of mind and savings for the future.

A Culture of Well-being: Paid Volunteer time off, access to events, resources, and learning opportunities that inspire physical, social, emotional, and financial well-being for you and your family.

Family Support: Paid parental leave, Fertility benefits and lactation support, including milk shipping for traveling employees.

Additional Perks That Make a Difference

• Vacation time from Day 1 – Your time off starts accruing immediately, growing with your tenure.
• Paid Sick Leave – Rest, recover, and return strong – with paid sick leave on ofi.
• Company Paid Holidays – ofi values work-life balance and the importance of celebrating life’s special moments.
• 401K Match on Day 1 – Invest in your future with our competitive retirement savings program.
• Career Growth and Learning – Join a company committed to developing talent, fostering innovation, and creating meaningful opportunities.

ofi provides equality of opportunity for all persons with respect to hiring without discrimination on the grounds of race, color, religion, national origin, sex, pregnancy, age, disability, veteran status, or sexual orientation. All employment will be decided on the basis of qualifications, merit and business need. If you need assistance or an accommodation due to a disability, you may contact us for support at: [email protected]

At ofi, we celebrate our diversity and are proud to be an equal opportunity workplace.