[Hiring] National Account Manager, Foodservice @Dole Packaged Foods

Role Description

The National Account Manager, Foodservice will drive profitable growth and strengthen business relationships with assigned National Account customers by developing and executing strategic sales plans, identifying new business opportunities, and ensuring the effective management of account operations. This role is based remotely in any of the following eligible locations, with the preferred location being in the Central or Northeastern United States: AR, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, PA, RI, TX, WI.

• Lead development of assigned National Account customer business, taking ownership of account-specific strategies to drive profitable growth.
• Own creation and execution of National Account customer-specific annual sales plans, including forecasted volume growth, product distribution, innovation penetration goals, marketing activation strategy, and customer business review presentations (existing & new).
• Use market and product knowledge to source and develop incremental business through prospecting, leads, and referrals.
• Cultivate and maintain effective business relationships with decision makers in assigned National Accounts.
• Pursue identified business prospects, leading the planning and sales process for new business opportunities. This role has a substantial emphasis on new business development.
• Oversee execution of existing contracts, including renewal and expansion of existing customer relationships.
• Leverage restaurant research insights and trends and collaborate with Category Marketing, Sales Strategy, Innovation, and RGM to provide compelling solutions based on Dole’s business strengths.
• Maintain a thorough working knowledge of all Dole portfolio, and a deep understanding of the competition (e.g., markets, products, pricing, culinary and technical facets).
• Own coordination and management of account operations support, including reconciliation of rebates, allowances, deductions and receivables for assigned National Accounts, as well as awareness and support of Customer Service for order fulfillment when necessary.
• Other duties as assigned.

Qualifications

• 7-10 years foodservice sales experience.
• Knowledge of the Foodservice business from the ground up, with a thorough understanding of National Accounts segment.
• Has well-established contacts within National account Foodservice industry.
• Technical and analytical skills for evaluating market segments; familiarity with menu tracking and research reports preferred.
• Intermediate to advanced level computer skills (Excel & PowerPoint).
• Interpersonal selling skills and negotiation expertise are essential; ability to penetrate to operator Marketing and Culinary teams as well as distributor and broker culinary teams is preferred.
• Strategic thinking (negotiating skills, initiate opportunities; solutions partner).
• Ability to manage multiple accounts, while cultivating large volume opportunities.

Requirements

• Passionate about a purpose driven career.
• Committed to fostering inclusive environments that support employee development and well-being.
• Sets clear expectations, encourages innovation, and drives continuous improvement.
• Models and coaches towards transparency and integrity in decision-making.
• Effectively facilitates cross-team communication and teamwork.

Education & Certification

• Bachelor's degree required.
• Culinary training preferred.

Physical Requirements

• Ability to sit and use the computer for extended periods of time.
• Ability to answer phones and use a variety of office equipment.
• Ability to lift 15 pounds and reach overhead.

Travel Requirements

• 25-50% travel required.

Hiring Range

• National Markets: $140,000 to $165,000.
• Premium Markets: $150,000 to $175,000.