National Account Manager, Atlanta GA

National Account Manager , Atlanta GA

POSITION PURPOSE

Achieves account sales, profit, product category and business developmental objectives through
the sale of products to National Chains accounts within an assigned geographical area in keeping
with the policies and procedures of the Professional Division through actions of self as well as direct
reports. Operate as a Profit Center and productively deploy resources available to Professional to expand
business and to enhance the customer experience.

ESSENTIAL FUNCTIONS AND BASIC DUTIES
Chain Account Development & Management (70%):
a. Build and maintain relationships with assigned National Chain Accounts
b. Focus on strengthening line by expanding assortment at key locations
c. Develop, maintain and expand relationships with key purchase influencers
(e.g., food safety, marketing) as well as economic buyers
d. Reports regularly on sales
activities and opportunities and reviews progress against forecast and budget with National Sales
Director.
e. Maintains sales activity files on all current and potential customers; Maintains pertinent
documents. Maintains a complete inventory of samples of all products sold by the Company and provides
those samples on an as needed basis to operator and distributor customers.
f. Performs such other duties as assigned.

People Management Duties: (15%)

a. Lead sales execution through the management of field personnel within a designated territory
b. Staff, train, evaluate and develop team members
c. Responsible for the coaching, developing and encouraging excellence from a direct sales team
d. Directly responsible for the management, planning, and administration of sales and
distribution of a designated sales territory
e. Establish and maintain positive customer relationships
f. Conducts quarterly and annual performance reviews with direct reports
g. Drives accountability through all direct reports
Sales Leadership (5%):
a. Deliver quarterly and annual financial targets; analyzing progress toward these goals on a regular
basis.

Administrative Duties (5%):

a. Plans and operates within established corporate guidelines to maintain expenditures within
budget allocations. Acts judiciously in the use of company assets and resource
b. Review/analyze sales and trade spends reports (self, customers, direct reports)
c. Documents sales activities in a timely manner. Maintains profiles of all current and prospective
customers and maintains pertinent documents such as proposals, supply agreements and memos regarding
status meetings with distributors, brokers and key end users
Miscellaneous (5%):

a. Up to 60% travel as needed
b. Discipline to work out of a home office
c. Adherence to corporate policies as required

PERFORMANCE MEASUREMENTS
1. Top Line Sales Revenue
2. Chain Account Closings

QUALIFICATIONS

EDUCATION/CERTIFICATION: 4-year college degree

REQUIRED KNOWLEDGE: Must have in depth knowledge of the foodservice industry including operator segments
and distributors. Must have solid understanding of the sales cycle and sales techniques.

EXPERIENCE REQUIRED: Minimum of 7 years of verifiable sales results in the foodservice industry working
for leading Companies i.e. Nestle, Campbells, Tyson, Eco Lab, etc. Must have current relationships with
Top 200 Food Service Chain Accounts.
SKILLS/ABILITIES: Must demonstrate strong written and oral communication skills along with
strong negotiating skills, be a self- starter capable of working independently, as well as part
of a team. Must take pride in results and accountability for performance.

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