National Account Manager - Business Development, Commercial

Royal Cup, Inc.; Nashville (TN); Remote; USD 85,000 - 120,000; Full time

Benefits offered by this job

Health care

Dental insurance

Vision insurance

401(k)

Life insurance

Disability insurance

FSA

Tuition reimbursement

Paid holidays

Paid vacation

Remote work opportunities

Job summary

Royal Cup, Inc. is seeking a National Account Manager – Business Development in the Nashville area. This remote-friendly role focuses on winning new national Commercial Foodservice chains and managing the full sales cycle from prospecting to close.

You will nurture strategic relationships and deliver profitable growth across top accounts. You will travel regularly to meet customers, present compelling proposals, and collaborate with cross-functional teams to ensure successful launches and

Qualifications

• Minimum of a College Degree/Diploma.
• 5+ years of B2B sales experience, with a proven record of winning national or regional chain accounts.
• Strong negotiation skills with experience in data-driven selling.
• Proficient in MS Office and using data/analytics for decisions.

Responsibilities

• Build and execute a business development plan to win new Commercial Foodservice chains.
• Identify, qualify, and prioritize targets to maintain a strong pipeline.
• Lead full sales cycle from prospecting to close.
• Coordinate cross-functional teams for RFP responses and submissions.
• Develop joint business plans with key customers and identify cross-sell opportunities.
• Monitor account performance and maintain CRM data.

Skills

B2B sales

Negotiation

Data analytics

MS Office

Education

Bachelor's degree

Tools

CRM (C4C)

Job description

At Royal Cup, we embody a winning spirit that extends far beyond friendly competitions and games. We believe in achieving victory in everything we do, and as a united team, we know there is not a challenge we can't conquer.

While luck may play a small role, true success comes from having a clear vision, a strong mission, and unwavering standards. These foundational elements lie at the heart of our employees' ongoing experience as valued “Cuppers.”

Our vision is to become the Chosen Partner to Customers Nationwide, establishing ourselves as the proven industry leader in sourcing, roasting, blending, and distributing exceptional coffee, tea, and affiliated beverages. To accomplish this, we hold ourselves accountable to a set of industry-leading standards that revolve around enhancing our customers' experiences and driving operational excellence. We can’t accomplish this without a dedicated team across the nation who are committed to living out our standards each day.

Our standards are what set us apart. They guide our actions, shape our culture, and fuel our success.

• One Team, One Cup: Respect for one another, our customers, and our prospects. No Silos, each of us working together for the good of the whole.
• VICTORS, Not Victims: Challenges are opportunities in disguise. We are problem solvers who approach obstacles with optimism, turning them into steppingstones for growth and success.
• AS IF: All change happens by the “As If” principle. We act, speak, and think “as if” until we become the embodiment of our vision.
• Patience, Fortitude, and Resiliency: We have the patience to stay on our path and tolerate obstacles until we get the desired outcome, the fortitude to answer why we do what we do, and the resiliency to bounce back from setbacks.
• Nitty Gritty: We maintain an unwavering focus on the tasks at hand, ensuring that what needs to be accomplished today aligns with our longer-term objectives.
• Match Me!: A byproduct of all of our other standards. It is bringing the best version of ourselves to work each day, embodying our standards, and holding everyone around us accountable to them.

Join us, embrace our winning mindset, and embark on a fulfilling career that will leave an indelible mark on our industry and the lives of our customers. Together, we will redefine what it means to be the best.

One Team, One Cup!

Benefits at Royal Cup

We want our benefits to work for you.

Employee and Family Wellness

Health, Dental, and Vision plans are available to help keep you and your family healthy and happy!

Employee Assistance Program

For the times when things just “aren’t right” - help is available to you and your family.

Disability Coverage

Whether for a short period or for a long period, we make sure you have coverage.

Life Insurance

Company-paid life insurance is provided for all employees. Optional term life coverage and Accidental Death & Dismemberment amounts are available as well.

Retirement Savings

Employee 401(k) participation with annual Company matching contributions will help prepare you for future retirement!

Tuition Reimbursement

We want to support your higher education goals!

Paid Vacations and Holidays

We believe our employees need to relax, rejuvenate, and get ready to re-engage.

Flexible Spending Account Plan

The FSA Plan allows you to save significant amounts on your medical (includes dental and vision) expenses and dependent care expenses.

Other Benefits

Smoking cessation program (free to employees and family), Jury duty leave, military service leave, and paid funeral leave, Uniforms are provided for certain positions, Discounts on employee purchases

The Royal Cup, Inc. Health Insurance Plan provides these links to access machine readable files as required by the Transparency in Coverage Rule. The files include negotiated service rates and out-of-network allowed amounts. The files are formatted to allow researchers, regulators, and application developers to access and analyze healthcare pricing data more easily. Contact, Human Resources, [e-mail] if you encounter technical issues with the links.

With a combination of perks, benefits, social activities, and learning opportunities, we invest every day in our most important asset: our people.

Position:National Account Manager - Business Development, Commercial

Location: Nashville, TN

Job Id:976

# of Openings:1

Job Title: National Account Manager - Business Development, Commercial

Reports To:VP, Commercial Sales

Location: This role is remote, based in the Nashville, TN area preferred, with regular travel to customers and targets.

This is a direct-hire position. Unsolicited resumes or candidate referrals from third-party recruiting agencies will not be accepted.

POSITION SUMMARY:

The National Account Manager – Business Development reports to the VP, Commercial Sales and is part of our Foodservice sales division. The Commercial team focuses on the top 200 large Commercial Foodservice chains. This role is built for a hunter. Its primary focus is winning new national chain business and owning the full sales cycle, from prospecting through close. The role also manages a select group of long-standing, strategic customer relationships, protecting and growing that business.

SUPERVISORY RESPONSIBILITIES:

• None

KEY RESPONSIBILITIES:

New Business Development

• Build and execute a business development plan to win new Commercial Foodservice chains
• Identify, qualify, and prioritize targets to maintain a strong, steadily advancing pipeline
• Manage the full sales cycle, from prospecting and pre-visit planning through proposal, negotiation, and close
• Lead National Account request for proposal (RFP) responses, coordinating cross-functional teams to deliver best-in‑class submissions
• Use market knowledge (industry trends, consumer insights, customer, and competitive activity) to identify growth opportunities and build compelling, fact-based proposals
• Be in market regularly, building relationships with decision‑makers at target and customer accounts, and represent Royal Cup at industry events and trade shows

Key Account Management

• Own a select group of established, strategic national accounts, ensuring retention, service excellence, and profitable growth
• Develop joint business plans with key customers and identify cross‑sell and upsell opportunities
• Oversee customer launches and rollouts in partnership with cross‑functional teams
• Deliver or exceed annual targets for top‑line revenue, bottom‑line profitability, forecasting accuracy, customer receivables, and trade spend efficiency (ROI)
• Monitor account performance, including revenue, gross profit, cost, and activity levels, and maintain accurate CRM data and reporting
• Partner with fellow National Account Managers to share best practices and coordinate on shared opportunities
• All other duties as assigned

MINIMUM QUALIFICATIONS:

• Minimum of a College Degree/Diploma
• 5+ years of B2B sales experience, including a proven record of winning new national or regional chain accounts, preferably in the food and beverage sector
• Solid experience in opportunity qualification, pre‑visit planning, sales presentations, account development, and time and territory management
• Proven negotiation skills, with a track record of building collaborative business plans for mutually beneficial outcomes
• Proficient in fact-based selling, using data, analytics, and joint business planning
• Strong understanding of commercializing customer brands and/or private label products
• Self‑motivated and results‑oriented, with drive, energy, and a strong bias for action; detail‑oriented and hands‑on
• Proficient in MS Office, with basic IT skills
• Ability to travel regularly, including overnight stays for customer meetings, trade shows, training, and other work‑related events
• A valid driver’s license and personal auto insurance as required by state law
• Ability to successfully complete the pre‑employment process

PREFERRED QUALIFICATIONS:

• Bachelor’s degree in Sales, Marketing, Business Administration, or a related field, or equivalent combined education and sales experience
• Prior experience in the coffee category
• Established relationships with decision‑makers at Foodservice chains
• Experience with C4C or a similar CRM platform

PHYSICAL REQUIREMENTS:

• Prolonged periods of sitting at a desk and working on a computer
• Frequent sitting, standing, walking, reaching, typing, reading, talking, and hearing
• The ability to lift up to 15 pounds with or without assistance

COMPANY PROFILE:

Royal Cup, Inc. is the proven leader in sourcing, roasting, blending, and distributing high‑quality coffees and fine teas since 1896 and is the chosen partner for restaurants, hotels, offices, and commuters across the country. We are a family‑owned business rooted in a longstanding tradition of coffee roasting excellence that takes pride in our unparalleled dedication to customer care.

We are a large, privately held national importer, roaster, and distributor of coffees, teas, and related products that have been in business for more than 125 years. Royal Cup, Inc. currently provides products, equipment, and service to restaurants, hotels, convenience stores, businesses, and individuals throughout the United States, and we are growing!

At Royal Cup, Inc. having a customer‑centric focus is not simply a motto; our employees believe we each have a responsibility to provide outstanding service to our customers. Our customer‑centric focus results in actions we live by that not only retain our current customer base but grow our presence with new, high‑impact accounts across the country based on exceptional products and service.

We believe serving our customers well, serves us well. We are results‑oriented and strive to not only retain our current customer base but grow our presence with new, high‑impact accounts across the country by offering exceptional products and service.

Royal Cup Coffee and Tea strives to be sustainably minded and a good corporate steward in all business endeavors. It is also what others expect of us – our employees, our customers and vendors, our local communities, and the coffee and tea industry we help represent. This mindset permeates the actions we take today for tomorrow.

BENEFITS:

Royal Cup Coffee offers a competitive compensation plan and a comprehensive benefits program. On top of being a part of a well‑caffeinated team, the benefits program includes healthcare, dental, vision, 401(k), company‑paid life and disability insurance, Flexible Spending Account plan, select tuition reimbursement, paid parental leave, remote work opportunities, paid holidays, and vacation time. We also provide ongoing training that is designed to provide maximum success for our employees.

Royal Cup is committed to a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or another legally protected status. For individuals with disabilities who would like to request an accommodation, please contact us at 1-800-366-5836.

Discover how we combine our expertise in product, equipment, distribution & service to create a customized beverage solution that is right for your company.

Over the past 100 years, Royal Cup has grown from its small, hometown roots to become a major importer, roaster and distributor of premium coffees and teas.