Join our Talent Network
Skip to main content

National Account Manager, Club Sales

Location: Fresno, CA, United States

Job Function: Sales

Req Number: 524

Save Job Saved


**Location for this position is Chicago (preferred) or remote in the following states: 
 AK, AL, AZ, CA, GA, ID, IL, NV, NJ, NM, NY, NC, OR,  TX, FL, MN, MT, WI, NE, PA, VA, OH     
We are a global leader in food & beverage ingredients. Pioneers at heart, we operate at the forefront of consumer trends to provide food & beverage manufacturers with products and ingredients that will delight their consumers. Making a positive impact on people and planet is all part of the delight. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable and transparent supply. Supplying products and ingredients at scale is just the start. We add value through our unique, complementary portfolio of natural, delicious and nutritious products. With our fresh thinking, we help our customers unleash the sensory and functional attributes of cocoa, coffee, dairy, nuts and spices so they can create naturally good food & beverage products that meet consumer expectations. And whoever we’re with, whatever we’re doing, we always make it real. 
Position Summary:
The National Accounts role is at the heart of ofi’s purpose to “Be the Change for Good Food and a Healthy Future.”  Reporting to the VP Sales, the National Account Manager will be a significant contributor to the broader Club Sales team and to ofi’s growth strategy, establishing and executing business and sales strategies for Club Sales.  This role is responsible for driving business growth, drawing on the knowledge and expertise of internal cross-functional and business-unit teams to provide a broader range of product and ingredient solutions for the customers that are unique and differentiated. 
The ideal candidate for this position will be business-minded with a curiosity to learn.  They will have demonstrated the ability to lead bid and pricing negotiations and guide the sales process, collaborating with internal stakeholders on critical projects to optimize ofi’s product portfolio, innovation, customer service, and supply chain.  They will have exceptional interpersonal and influencing skills to align key stakeholder groups and build impactful partnerships that help us deliver value and build long-lasting customer relationships. 
Position Responsibilities:
  • Responsible for managing the Olde Thompson and any other regional brands within the club channel on a direct basis.
  • Develop a strategic plan to drive new growth, deepen customer relationships, drive P&L improvements and responsible for pricing/ contracts for the branded sku’s.
  • Responsible for developing & implementing an innovation based strategy to drive growth of branded items in the club channel including traveling to each of the regional buyers plus hosting at the Chicago based Customer Solution Center
  • Evaluate, build and execute regional branded promotional programs to drive growth
  • Integral part of the commercialization team to help deliver on time and accurate product launches
  • Responsible for completing necessary forms & documents required by the customer & tracking key metrics in the system(s)
  • Primary for forecasting all regional, branded sku’s
  • Main responsibility will be to manage the North America regions for the branded skus, but may be asked to support corporate private label or the International regions as needed
  • Will support all of ofi if there are other retail products that are going to be sold into the regions across nuts, coffee, dairy, cocoa, etc
  • May be asked to call on other customers if there is bandwidth

Position Requirements:

  • Education/Experience: Candidate will be required to have seven (7) years of prior National Account Sales and account management experience. Bachelor’s degree in Business and/or Food Science with emphasis in Business or Marketing, or equivalent is required. Candidate may substitute seven (7) years of relevant sales experience in lieu of degree. Candidate substituting years of experience in lieu of degree must have a total of ten (10) years of relevant sales experience. 
  • Previous account management experience: At least seven (7) years retail branded experience; 3+ years of directly calling on the club channel is preferred 
  • Strategic thinking and business acumen:  ability to develop and deliver a strategic account plan designed to achieve profitable growth in both business and sales objectives.  Excellent analytical and forecasting skills.  Familiar with budget, general reporting and contract processes
  • Effective negotiation and problem-solving skills:  ability to use appropriate strategies to address areas of concern, explore alternatives and reach mutually beneficial sales agreements that gain customer’s commitment to action. 
  • Impactful communicator:  ability to convey information and ideas clearly and succinctly to individuals and groups at various levels, in a variety of situations; deliver high-impact presentations suited to the needs of the audience. 
  • Building influential relationships:  ability to build and foster influential customer and internal stakeholder relationships across boundaries (cultural, organizational, geographical, etc) that help deliver value and customer commitments. 
  • Adaptable:  maintain effectiveness when experiencing major changes or shifts in direction; adjusts effectively by exploring the benefits, trying new approaches and collaborating with others to make the change successful. 
  • Working knowledge of specifications 
  • Strong Excel, PowerPoint; working knowledge of salesforce or other CRM required 
  • Experience with utilizing 3rd party market data to help develop growth plans
  • Able to navigate highly matrixed and large organizations. 
  • and willingness to travel up to 50% of the time is required.
Note: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization. 
ofi provides equality of opportunity for all persons with respect to hiring without discrimination on the grounds of race, color, religion, national origin, sex, pregnancy, age, disability, veteran status, or sexual orientation. All employment will be decided on the basis of qualifications, merit and business need. If you need assistance or an accommodation due to a disability, you may contact us for support at: [email protected] 
At ofi, we celebrate our diversity. Olam Americas Inc. is proud to be an equal opportunity workplace.