National Account Manager - Business Development, Commercial

Royal Cup, Inc.; Tennessee; Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Healthcare

Dental

Vision

401(k)

Life insurance

Disability insurance

FSA

Tuition reimbursement

Paid parental leave

Remote work opportunities

Paid holidays

Vacation time

Job summary

Royal Cup, Inc. is seeking a results-driven National Account Manager - Business Development in the United States. The role focuses on winning new national Foodservice chain business and managing end-to-end sales cycles, while also nurturing select long-standing relationships.

You will lead cross-functional teams on RFPs, leverage market insights, and travel to client sites and industry events to drive growth and profitability within a top-tier Commercial Foodservice portfolio.

Qualifications

• Minimum 5+ years of B2B sales experience with a proven track record in national or regional foodservice accounts.
• Experience building and managing a pipeline, from prospecting to close.
• Strong ability to develop joint business plans and negotiate mutually beneficial terms.
• Proficient data-driven selling using market data, analytics, and CRM data.
• Familiarity with private label brands and customer-brand commercialization.
• Willingness to travel regularly, including overnight trips.

Responsibilities

• Develop and execute a plan to win new Commercial Foodservice chains and lead a strong pipeline.
• Own the full sales cycle from prospecting to close, including pre-visit planning and proposals.
• Lead RFP responses with cross-functional teams to deliver best-in-class submissions.
• Identify growth opportunities through market trends, consumer insights, and competitive activity.
• Build relationships with decision-makers at target accounts and represent Royal Cup at events.
• Maintain CRM data accuracy and collaborate with peers to share best practices.

Skills

B2B sales

National accounts

Sales planning

Negotiation

MS Office

Travel readiness

Education

Bachelor's degree

Tools

CRM (C4C or similar)

Job description

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.

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.

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.