National Account Manager - Non-Commercial

Overview

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.

POSITION SUMMARY & RESPONSIBILITIES:

The National Account Manager reports to the VP, Non-Commercial and plays a pivotal role within our Food Service sales team division. The National Account Manager is responsible for developing and executing strategic, customer-focused plans for non-commercial national accounts in alignment with annual sales operating plans. In addition to day-to-day portfolio management, this role actively fosters cross-functional relationships within the broader sales team and other internal departments. By providing strategic leadership and spearheading "License to Hunt" sales campaigns, the National Account Manager accelerates growth and enhances sales proficiency, ultimately maximizing National Account Customer contracts to drive profitable business growth from both existing and new customers.

Key responsibilities include:

• Provide sales leadership to the Non-Commercial team within the Foodservice Sales Channel by executing and implementing National Account Contracts.
• Identify and cultivate key targets to maintain a steady pipeline of new business opportunities.
• Execute sales strategy for Non-Commercial Accounts to achieve plans and enhance overall penetration within the assigned account base.
• Contribute to establishing goals, objectives, and priorities for the Non-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).
• Collaborate closely with the VP of Non-Commercial Sales and Sales Operations to refine key sales processes and tools as needed.
• Coordinate internally to deliver best-in-class National Account request for proposal (RFP) submissions.
• Lead the development and successful execution of "License to Hunt" (LTH) campaigns in conjunction with the VP and Sales Operations.
• 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 Non-Commercial NAMS’s to exchange best practices from the non-commercial sales perspective.
  
  
  

All other duties as assigned.

POSITION REQUIREMENTS:

• Bachelor’s Degree (preferably in Business, or another similar discipline) or and/or the equivalent in education and work experience.
• 5-7 years of relevant experience in a similar field
• Demonstrated success in managing Non-Commercial National Accounts to drive sales growth, preferably in the food/beverage sector
• Proficient in consumer products and brands, with a deep understanding of their dynamics in the Foodservice and marketplace
• Strong grasp of commercializing customer brands and/or private label products
• Customer-centric approach with established relationships at all levels of Non-Commercial National Accounts
• Prior coffee category experience preferred but not mandatory
• Proven negotiation skills with a track record of crafting collaborative business plans for mutually beneficial outcomes
• Broad experience in field and key account sales across various trade classes
• Proficient in fact-based selling, utilizing data, analytics, and joint business planning
• Experience in brand building and driving share growth is highly valued
• 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.
• Some physical requirements may include
• Frequent sitting, standing, walking, reaching, typing, reading, talking, and hearing.
• Ability to successfully complete the pre-employment process