Director of National Accounts

Job Title: Director of National Accounts

Location: Chicago or Kenosha

Reports To: Vice President of Sales

Travel: 30% to 50%

Department: Sales

Position Overview:

We are seeking a strategic and results-driven Director of National Accounts to lead and oversee the national and regional account strategies for our company. This executive-level role will drive the growth of our GPO account portfolio in the foodservice sector while ensuring alignment with business objectives. The Director of National Accounts will work closely with cross-functional teams and senior leadership to develop and execute strategies that strengthen customer relationships, optimize performance, and enhance profitability.

Key Responsibilities:

National Account Management & Growth

• Manage and grow existing national accounts, building strong relationships at both regional and corporate levels.
• Identify, develop, and secure new national and regional account business to expand the company’s footprint in the foodservice industry.
• Develop and implement strategies to drive performance, penetration, and growth within assigned accounts.

Contract Negotiation & Management

• Liaise complex contract negotiations, including RFPs, RFQs, and agreements, ensuring alignment with customer expectations and company objectives.
• Develop and maintain contract models, including allowances, rebates, pricing terms, service requirements, KPIs, and compliance metrics.
• Collaborate with internal teams and customers to ensure the seamless execution and performance of contracts.

Customer-Centric Strategy & Relationship Building

• Think creatively to design customized solutions that position the company as a trusted business partner to national account customers.
• Collaborate with the President and other key leadership to align business strategies and ensure successful local account performance.
• Provide proactive account management, identify opportunities to enhance service offerings, and improve customer satisfaction.

Leadership & Team Development

• Lead and develop a team of Inside Account Managers (up to 2 in future stages), providing direction, mentorship, and growth opportunities.
• As needed, visit high profile properties to assist the sales team with contract compliance discussions.
• Foster a high-performance team environment focused on achieving business objectives and exceeding customer expectations.
• Promote a culture of collaboration and continuous improvement.

Data Analysis & Reporting

• Analyze performance metrics and account data to evaluate profitability, identify trends, and drive informed business decisions.
• Monitor account performance and compliance with contractual terms, providing regular updates to senior leadership.

Collaboration & Cross-Functional Leadership

• Work closely with cross-functional teams (e.g., marketing, logistics, operations) to ensure the successful implementation of strategies and initiatives.
• Serve as the primary liaison between national accounts and internal stakeholders to streamline processes and improve operational efficiency.

Experience:

• Minimum of 5 years of experience in national account sales, preferably within the Compass/Foodbuy and/or foodservice purchasing organizations.
• Proven track record in managing complex contract negotiations and driving business growth with national accounts.
• Strong knowledge of centralized procurement processes, cost-plus contract models, and pricing structures.

Skills & Competencies:

• Excellent negotiation, organizational, and communication skills.
• Ability to think creatively and solve complex business challenges.
• Proficient in data analysis, performance tracking, and financial reporting.
• Strong leadership skills with a demonstrated ability to manage and develop a high-performing sales team.
• Strong strategic mindset with a focus on long-term business growth and customer retention.

Industry Knowledge:

• Experience in the foodservice industry is highly preferred, particularly with national accounts or related verticals.
• Familiarity with key national account organizations such as PRO*ACT, Produce Alliance, or Foodbuy is advantageous.

Education:

• Bachelor's degree in business, Sales, Marketing, or related field. Advanced degrees or certifications in Sales Management or Business Development are a plus.

Key Traits:

• Strategic thinker with a focus on customer relationships and business growth.
• Results-driven and highly organized with the ability to manage multiple priorities.
• Strong interpersonal skills and the ability to engage and influence stakeholders at all levels.
• Proactive and solution-oriented with a focus on continuous improvement.

Benefits:

·        Health, Dental, Vision, Life, STD/LTD, VL, Accident, Critical Illness Insurance

·        401-k with employer match

·        Vacation and PTO/sick days