National Account Manager - Non Commercial (Foodservice)
Impossible Foods
Sales & Business Development
Chicago, IL, USA
Posted on Thursday, May 30, 2024
The National Account Manager - Non Commercial (Foodservice) will be selling into our Non Commercial partners and working cross-functionally to support all aspects of the sales process internally, oversee contract negotiations and top down strategic sales efforts. The National Account Manager will negotiate corporate trade and marketing programs with the goal of maximizing growth and exceeding net revenue per lb goals. They will increase portfolio depth and velocity at existing accounts, while securing new partnerships to expand availability and will grow Impossible's category share in significant channels of focus like B&I, Healthcare and Higher Education.
Essential Job Functions:
- Deliver monthly, quarterly and annual volume and net revenue targets.
- Increase portfolio depth and velocity at existing accounts, while securing new partnerships to expand availability.
- Execute Channel growth strategies by engaging Food Service Management partners for growth opportunities.
- Support the strategic plans for penetrating and closing Non Commercial accounts, as well as the ongoing management of those accounts.
- Build relationships with customer's key decision makers across their Procurement, Culinary, Marketing, and senior leadership teams.
- Coordinate Demand Strategy channel sales with your key internal partners including Product Management, Marketing, Communications, Insights, Finance, Legal, Manufacturing and Supply Chain.
- Successfully retain existing accounts, balancing volume, growth and margin.
- Be responsible for account list P&L and legal contracts - you will handle operator trade, guide promotional spend in coordination with your marketing partner, and will be responsible for negotiating preferential deal terms for Impossible Foods.
- Use various sales tools (such as Salesforce) and provide regular reports to senior managers.
- Negotiates corporate trade and marketing programs with the goal of maximizing growth and exceeding net revenue per lb goals.
- Understands the channels that drive customer success and works in conjunction with their teammates to win nationally and locally.
- Leverage industry and customer insights to develop compelling selling narratives that drive actionable strategies and tactics.
- Participate in relevant trade shows and conferences.
- Analyze distribution and non-buy reports on a monthly basis to close gaps.
Basic Qualifications:
- 8+ years of experience selling to Non Commercial Group Purchasing Organizations .
- An ability to travel in the US and Canada up to 40% of the time with some nights and weekends required for customer meetings, shows and conventions.
- Demonstrated experience in complex sales environments, demonstrating success in sales that have a major impact on our business, many partners and longer sales cycle (6+ months).
- Must be able to negotiate contractual agreements, by engaging cross functional leaders, and leading negotiation.
- Ability to navigate the Non Commercial channel priorities for growth.
- Structured and organized problem solver who can drive projects to completion with minimal direction; attention to detail and ability to deep-dive when necessary; must be able to lead Senior/C-Level relationships and meetings with little oversight.
- Seasoned communicator; both written and spoken - experience creating and giving presentations a must
- Proven track record of achieving sales goals.
Preferred Qualifications:
- Strong analytical skills demonstrated by previous experience utilizing systems for tracking sales, determining value of contract negotiations, and developing data-driven strategies to help grow channel segments of priority.
- An ability to thrive in an entrepreneurial, high-energy, and cross-functional environment - changing the world takes grit.
- Proximity to a major U.S. airport, for ease of travel is preferred.