National Account Manager - Non-Commercial (Hospitality & Lodging)

Job Title: National Account Manager - Non-Commercial - Hospitality & Lodging Location: Open to candidates located anywhere in the U.S, with preference given to candidates that reside near a major airport for frequent travel POSITION SUMMARY & RESPONSIBILITIES: The National Account Manager will report to the Vice President of Non-Commercial Sales. As a key member of the Non-Commercial sales team, the National Account Manager will have responsibility for developing and executing the strategic customer focused plans for the Hospitality/Lodging Non-Commercial National Accounts, in alignment with annual sales operating plans, to meet Royal Cup Coffee & Tea's overall strategic goals. In addition to day-to-day management of a portfolio of National Account customers, this role will need to establish a strong working relationship within the broader Royal Cup Sales organization and develop collaborative working relationships with the Field Sales team, internal marketing department and sales operations. This individual will provide strategic leadership, accelerate growth, and elevate the level of sales expertise through the development of “License to Hunt” sales campaigns that drive results maximizing National Account Customer contracts. Key responsibilities include:

• Work internally to deliver organize best in class National Account RFP submissions.
• In collaboration with the VP and Sales Operations, lead the development and successful execution of LTH campaigns.
• Work collaboratively with Regional Sales Team, Marketing, Sales Distribution, Sales Support, Sales Operations, and Equipment and Technical Service
• Leverage rich market knowledge (e.g., industry trends, consumer insights, customer, and competitive activity) to identify and define key business issues and growth opportunities with large national customers
• Collaborate with the Non-Commercial NAMS's sharing best practices from the non-commercial sales perspective
• Provide sales leadership to the Non-Commercial team within the Foodservice Sales Channel by executing and implementing National Account Contracts with a focus on the Hospitality/Lodging business segment.
• Identify and build key targets to drive constant pipeline of new business opportunities
• Execute sales strategy for Non-Commercial Hospitality/Lodging Accounts to achieve plans and improve overall penetration within the assigned account base
• Play a role in establishing goals, objectives, and priorities for the Non-Commercial Account portfolio.
• Deliver/exceed RC annual business targets, including top line revenue, bottom line profitability, share growth, cost management, forecasting accuracy, customer receivables, and trade spend efficiency (ROI)
• The focus of the Non-Commercial NAM is:
  • Large Non-Commercial/On-Site Foodservice chains with a strong morning day part
  • Hospitality & Lodging
• Work closely with VP of Non-Commercial Sales and Sales Operations to refine key sales processes and tools (ex: Non-Comm program communication for Regional Sales) as necessary (e.g., sales and operation planning/S&OP, account planning, pricing reviews, etc.) to execute successfully.
• All other duties as assigned.

POSITION REQUIREMENTS:

• Minimum of a High School Diploma or equivalent (for example a GED). Bachelor's Degree preferred 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

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.