Manager, National Accounts

Safety

While visiting the plants, follows plant safety procedures and guidelines
Informs supervisor of safety issues; reports any workplace injury or incident immediately

Essential Functions and Responsibilities

• Develop specific national account business plans to identify, access, and retain customers
• Develop and execute an aggressive business development strategy focused on winning new national accounts within the produce processor, bakery processor, grocery, and convenience store (C-store) markets
• Drive new customer acquisition (approximately 80%) while strategically growing and supporting existing customer relationships (approximately 20%)
• Identify and capitalize on new business opportunities while achieving territory growth and annual sales objectives
• Plan, negotiate and close contracts
• Work with R&D on proprietary product opportunities
• Achieve annual sales, profitability, and pricing objectives
• Develop innovative sales strategies to capitalize on changing market opportunities
• Build key customer relationships that create long-term, mutually beneficial business partnerships
• Generate joint business plans and growth ideas to benefit customers and D&W at many levels including purchasing managers, R&D, franchisee groups and those in upper management
• Monitor competitive market trends, customer needs, and emerging opportunities to strengthen D&W's market position
• Win and grow customers through a complete solutions selling process that includes clear problem definition, creating unique value proposition, articulating a differentiated, high impact solution and executing to exceed customer requirements
• Support company Food Safety efforts through commitment and compliance to SQF standard practices and policies

Qualifications

• Bachelor’s degree in Business or related field
• 5+ years experience developing and managing a national account territory
• Energizing, logical, and decisive leader that instills confidence and is able to quickly gain the respect of their peers and customers
• Excellent negotiating skills
• Good strategic, creative sales and marketing thinker, with a solid track record
• Excellent communication skills both verbal and written and must be a good listener
• Willing to travel 50% of the time