National Account Manager - Commercial

Royal Cup, Inc.; Illinois; On-site; USD 125,000 - 165,000; Full time

Job summary

Royal Cup, Inc. is seeking a National Account Manager to lead and grow our Commercial Sales efforts across foodservice and related channels.

The role combines hunter and farmer responsibilities, managing retention, growth, and achievement of sales targets while coordinating cross-functionally on RFPs, pricing, and trade spend. Travel will be required to meet with large accounts and key teams.

Qualifications

• Minimum of a college degree/diploma.
• 5+ years of relevant experience in a similar field.
• Solid experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management.
• Must be proficient in MS Office and have basic IT skills.
• Demonstrated success in managing commercial National Accounts to drive sales growth, preferably in the food/beverage sector.
• Strong grasp of commercializing customer brands and/or private label products.
• Customer-centric approach with established relationships at all levels of commercial National Accounts.
• Proven negotiation skills with a track record of crafting collaborative business plans for mutually beneficial outcomes.
• Proficient in fact-based selling, utilizing data, analytics, and joint business planning.
• A proven leader and capability-builder who is also detail-oriented and hands-on.
• Results-oriented with drive, energy, and a strong bias for action.
• Ability to travel as required and periodical overnight stays for meetings and trade shows.

Responsibilities

• Identify and cultivate key targets to maintain a steady pipeline of new business opportunities.
• Execute sales strategy for commercial Accounts to achieve plans and enhance penetration within the assigned account base.
• Contribute to establishing goals, objectives, and priorities for the commercial Account portfolio.
• Deliver or surpass RC annual business targets, including top-line revenue, bottom-line profitability, share growth, cost management, forecasting accuracy, customer receivables, and trade spend efficiency (ROI).
• Coordinate internally to deliver best-in-class National Account RFP submissions.
• Utilize market knowledge to pinpoint business issues and growth opportunities with large national customers.
• Engage with commercial NAMS to exchange best practices from the commercial sales perspective.
• All other duties as assigned.

Skills

Account management

Sales strategy

MS Office

Negotiation

Time & territory management

Data analytics

Customer relationships

Pre-visit planning

Presentation skills

Lead generation

Education

College degree

Bachelor’s in Sales/Marketing/Business

Job description

POSITION SUMMARY

The Overview

The National Account Manager reports to the VP, Commercial Sales and plays a pivotal role within our Food Service sales team division. The focus of the Commercial team is contract manufacturing (Custom and Private Label) for both Foodservice and non-Foodservice customers, large Commercial Foodservice chains within the top 250 and large convenience store chains within the top 100. The National Account Manager role acts as both a hunter and farmer, managing accounts for retention, growth, and achievement of sales targets.

• None

KEY RESPONSIBILITIES

• Identify and cultivate key targets to maintain a steady pipeline of new business opportunities
• Execute sales strategy for commercial Accounts to achieve plans and enhance overall penetration within the assigned account base
• Contribute to establishing goals, objectives, and priorities for the commercial Account portfolio
• Deliver or surpass RC annual business targets, encompassing top-line revenue, bottom-line profitability, share growth, cost management, forecasting accuracy, customer receivables, and trade spend efficiency (ROI)
• Coordinate internally to deliver best-in-class National Account request for proposal (RFP) submissions
• Utilize comprehensive market knowledge (e.g., industry trends, consumer insights, customer, and competitive activity) to pinpoint key business issues and growth opportunities with large national customers
• Engage with commercial NAMS’s to exchange best practices from the commercial sales perspective
• All other duties as assigned

MINIMUM QUALIFICATIONS

• Minimum of a College Degree/Diploma
• 5+ years of relevant experience in a similar field
• Solid experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management
• Must be proficient in MS office and have basic IT skills
• Demonstrated success in managing commercial National Accounts to drive sales growth, preferably in the food/beverage sector.
• Strong grasp of commercializing customer brands and/or private label products
• Customer-centric approach with established relationships at all levels of commercial National Accounts
• Proven negotiation skills with a track record of crafting collaborative business plans for mutually beneficial outcomes
• Proficient in fact-based selling, utilizing data, analytics, and joint business planning.
• A proven leader and capability-builder who is also detail-oriented and hands-on
• Results-oriented with drive, energy, and a strong bias for action
• Ability to travel as required and periodically requiring overnight stay to attend meetings, trade shows, training, and other work-related events as scheduled
• Ability to successfully complete the pre-employment process

PREFERRED QUALIFICATIONS

• Bachelor’s degree in Sales, Marketing, Business Administration or another related field or combined education & equivalent sales experience.
• Prior experience in the coffee category

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.

PAY TRANSPARENCY STATEMENT

Compensation can differ depending on factors including but not limited to the specific location, role, skill set, education, and level of experience. As required by local law, Royal Cup provides a reasonable range of base compensation for roles that may be hired in California, Colorado, Connecticut, Maryland, Massachusetts, Minnesota, Nevada, Ohio, Illinois, or Washington as set forth below.

Role Location: Chicago, IL

Compensation Range: $125,000 - $165,000