National Account Manager C&U

Kraft Heinz, Inc.; United States; On-site; USD 110,000 - 180,000; Full time

Job summary

Kraft Heinz, Inc. is seeking a National Account Manager in the United States who will own channel profitability and strategic customer relationships.

This leadership role demands ownership of business plans, customer growth, and cross-functional collaboration to drive quarterly and annual targets. The ideal candidate will bring strong sales experience in national accounts, excellent analytical abilities, and a track record of negotiating favorable terms across key partners.

Qualifications

• Bachelor's degree in business, marketing, sales, or related field preferred.
• Prior sales experience with major account management delivering profitable volume and growth.
• Experience in national accounts sales, restaurant, culinary, and/or distributor industry preferred.
• Strong business acumen and ability to identify profitable opportunities and ROI.

Responsibilities

• Serve as a key liaison between Kraft Heinz, the Sales organization, and assigned customers and partners, building relationships that drive profitable growth within Non-Commercial Foodservice.
• Develop and lead channel-specific priorities across K-12, College & University, Business & Industry, and Healthcare to deliver growth goals and expand market share.
• Manage relationships with GPO/CMC partners and identify opportunities to establish new Non-Commercial partnerships.
• Use market and sales data to identify opportunities, analyze performance gaps, target potential customers, and develop data-driven growth strategies.
• Develop, track, analyze, and evaluate customer and channel business plans to drive total customer profitability.
• Lead Joint Business Planning with strategic accounts and tailor programs to customer strategies.
• Build and manage a profitable sales pipeline, converting opportunities and identifying incremental opportunities.
• Grow assigned customer business through revenue, profitability, share gains, and effective P&L management.
• Develop customer selling stories and recommendations using insights and market data to influence decisions.
• Track Non-Commercial KPIs and sales metrics and communicate wins and opportunities.
• Prepare and present periodic customer business reviews with opportunities and forward-looking strategies.
• Lead and support contract negotiations and other commercial discussions with stakeholders.
• Guide trade-spend strategy by channel and evaluate ROI for adjustments.

Skills

Sales

Analytical skills

Negotiation

Strategic thinking

Education

Bachelor's degree in business, marketing, or related field

Job description

Job Purpose

As a National Account Manager, you will be responsible for a specified channel. This role is uniquely positioned for an ambitious leader who is craving full ownership and accountability for our products and customers within the assigned Accounts. This is not a traditional sales role. We are searching for a candidate who shows a high level of ownership for their business and is adept at selling solutions and has a proven ability to win new business. We are seeking a candidate who is eager to be a leader, influencer and activator with internal and external key stakeholders from the first day on the job.

Essential Functions & Responsibilities

• Serve as a key liaison between Kraft Heinz, the Sales organization, and assigned customers and partners, building strong relationships that drive profitable growth within the Non-Commercial Foodservice segment.
• Develop and lead channel-specific priorities across K-12, College & University (C&U), Business & Industry (B&I), and Healthcare to deliver quarterly and annual growth goals, increase market penetration, and grow market share.
• Manage and develop relationships across GPO/CMC partners, including Foodbuy/Compass, Entegra/Sodexo, Aramark/Avendra, Premier, and Vizient, while identifying opportunities to establish new Non-Commercial partnerships.
• Serve as a subject matter expert within the Non-Commercial segment, using market, customer, insights, and sales data to identify opportunities, analyze performance gaps, target potential customers, and develop data-driven growth strategies.
• Develop, track, analyze, and evaluate customer and channel business plans based on Kraft Heinz priorities, customer strategies, and external market factors to drive total customer profitability.
• Lead Joint Business Planning with strategic and small-to-mid-tier accounts, tailoring programs to customer strategies while aligning with Kraft Heinz business objectives.
• Build and manage a profitable sales pipeline, driving conversion of opportunities and identifying incremental branded opportunities with new and existing customers.
• Grow assigned customer business through achievement of revenue and profitability targets, share gains, new and core item distribution, and effective management of Customer P&L and EBITDA objectives.
• Develop customer selling stories and recommendations using insights, analytics, and market data to support business opportunities and influence customer decisions.
• Develop and track Non-Commercial KPIs and sales metrics, regularly communicating wins, performance gaps, pipeline progress, and areas of opportunity during key sales meetings and business reviews.
• Prepare and present periodic customer business reviews, effectively communicating business performance, opportunities, recommendations, and forward-looking strategies.
• Lead and support contract negotiations, deal creation, customer presentations, and other commercial discussions with internal and external stakeholders.
• Guide trade-spend strategy by channel, evaluate program ROI, and recommend or negotiate adjustments to maximize the effectiveness and profitability of trade investments.
• Partner cross-functionally with Supply Chain, Demand Planning, Legal, Culinary, Marketing, R&D, and other key stakeholders to develop customer programs, new SKUs, sales collateral, and solutions that support execution of business plans.
• Support S&OP and forecasting processes, including demand planning and waste-mitigation efforts.
• Challenge internal and external teams to think creatively, develop new solutions, and capitalize on emerging business opportunities.
• Demonstrate strong financial and analytical acumen, including the ability to build business cases, evaluate ROI, interpret sales performance, and influence P&L outcomes.
• Operate with an entrepreneurial, action-oriented mindset, demonstrating ownership, sound decision-making, perseverance, and the ability to solve complex business problems.
• Demonstrate strong written and verbal communication, presentation, influence, and negotiation skills across both internal and external stakeholders.

Expected Experience & Required Skills

Bachelor's degree in business, marketing, sales, or related field preferred. Equivalent combination of education and experience will be considered.

Prior sales experience required with a demonstration of major account management resulting in profitable volume, customer penetration, attainment of new business and growth.

Experience in national accounts sales, restaurant, culinary, and/or distributor industry preferred. Experience within the Education (K-12, Colleges, University) channel preferred.

Command of business acumen and strong business intuition demonstrated by discernment that not every sales opportunity is equal and a track record of securing profitable volume and walking away from less profitable deals.

Strong analytical skills demonstrated by previous experience utilizing systems for tracking and recording sales, effective bus