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National Account Manager - Foodservice

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Location: Chicago, IL, United States

Job Function: Sales

Req Number: 1162

Description

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 Account Manager is at the heart of ofi’s purpose to “Be the Change for Good Food and a Healthy Future.” The National Account Manager will be a significant contributor to ofi’s growth strategy, establishing and executing business and sales strategies for specific ambition accounts that drive growth across the entire product portfolio.

We are seeking a dynamic and results-oriented National Account Manager to manage and grow our strategic relationship with US Foods, a leading National foodservice distributor. The primary responsibility of this role is to drive sales growth and profitability within the Foodservice Channel by leveraging strong business acumen, category knowledge, and relationship management skills. This position is based in the Chicagoland Area and will require collaboration with cross-functional teams to meet client needs while delivering innovative solutions.

Position Responsibilities

Account Growth & Profitability: Manage existing relationships with US Foods and collaborate with their Category Teams to grow volume and profitability across multiple product categories.
Strategic Planning: Develop and implement Joint Business Plans and strategic initiatives for US Foods to drive long-term growth, innovation, and market share within the Foodservice sector.
Client Solutions & Innovation: Work closely with US Foods to develop tailored customer solutions, including new product offerings and innovative strategies that drive both volume growth and customer satisfaction.
New Business Acquisition: Identify and pursue new business opportunities within the US Foods network, expanding our client base and increasing overall sales.
Business Development Tracking: Track and report on new business development opportunities and progress on a weekly basis, ensuring proactive follow-up and closing of sales.
Relationship Management: Build and maintain strong, multi-functional relationships within the US Foods organization, including key decision-makers in various departments.
Business Reviews & Opportunity Sessions: Conduct regular business reviews with US Foods to identify new growth opportunities, resolve challenges, and optimize account performance.
Sales Forecasting: Provide accurate sales forecasts by SKU for each assigned client, ensuring alignment with annual plans and providing bi-weekly updates to leadership.
Private Label Management: Oversee the management of private label product portfolios, including product lifespan, packaging updates, and SKU rationalization, ensuring alignment with client needs.
Cross-Functional Collaboration: Collaborate with marketing, supply chain, operations, and other internal teams to drive efficient ordering, production processes, and successful client executions.
Performance Reporting: Provide monthly and quarterly reporting on client performance, new business activities, and overall sales progress.
Market Intelligence: Continuously monitor competitors, market trends, and product developments within the Foodservice Industry to identify opportunities and threats for US Foods.
Contract & Pricing Management: Facilitate contract negotiations, standard operating procedures (SOPs), and pricing agreements with US Foods, ensuring mutually beneficial terms.
Broker Activity Management: Manage broker relationships (where applicable) to ensure effective representation of Club Coffee in both existing and new client opportunities.
Cross-Platform Opportunities: Work collaboratively with internal teams and cross-functional stakeholders to explore additional opportunities, such as partnering with ofi counterparts when applicable.
Health & Safety Compliance: Understand and adhere to health and safety practices, ensuring the well-being of both clients and internal teams.
Additional Responsibilities: Perform other duties as assigned by management to support the success of the business and the US Foods partnership.
Perform other duties as assigned.

Position Requirements

Education & Experience: A Business Degree or related degree, with 5-10 years of Foodservice sales experience.
Foodservice Expertise: Demonstrated experience working with Broadline Distributors in the Foodservice Industry.
Category Knowledge: Ability to leverage deep category knowledge to solve complex customer challenges and develop actionable strategies.
Prospecting & Business Development: Strong prospecting skills, with a proven ability to identify, develop, and close new business opportunities.
Communication & Presentation: Excellent communication and presentation skills, with the ability to interact effectively with clients and internal teams at all levels.
Negotiation Skills: Proven ability to negotiate client pricing, terms, and contracts, ensuring mutually beneficial agreements.
Market Insight: Strong understanding of the commodity markets and knowledge of the coffee market (a plus).
Organizational & Multitasking Skills: Strong organizational skills with the ability to manage competing priorities and ensure high-quality execution.
Technical Proficiency: Proficient in Microsoft Office (Word, Excel, PowerPoint, Outlook) and other relevant software tools.
Travel Flexibility: Willingness to travel as needed for client meetings, tradeshows, and industry events (both US and Canada).
Ability and willingness to travel 20%- 25%

The pay for this role in the state of Illinois ranges from $112,000 - $150,000 and is based on the position responsibilities and geographic location. Actual pay within this range may be determined based on the candidate's experience, qualifications, and/or other determining factors.

Additional components include but are not limited to:

Bonus: Eligible for a discretionary performance-based bonus as provided by the plan terms and governing documents
Benefits: Employees (and their eligible dependents) covered through affordable access to healthcare, protection, and saving for the future
Well-being: We offer events, resources and learning opportunities that inspire a physical, social, emotional, and financial well-being lifestyle for our employees and their families

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 LLC is proud to be an equal opportunity workplace.