National Account Manager, Club Sales

Ofi - Fresno, CA

Full-time - Mid Level

Remote - Fresno, CA

Real Estate

About the position

The National Account Manager position at ofi is a pivotal role that aligns with the company's mission to "Be the Change for Good Food and a Healthy Future." This position is primarily responsible for managing the Olde Thompson brand and other regional brands within the club channel, focusing on driving business growth and establishing strong customer relationships. The National Account Manager will report directly to the VP of Sales and will play a significant role in the broader Club Sales team, contributing to the overall growth strategy of the organization. In this role, the National Account Manager will develop and execute strategic business and sales plans tailored for the club sales sector. This includes leading bid and pricing negotiations, collaborating with internal teams to optimize product offerings, and ensuring that customer service and supply chain operations are aligned with business objectives. The ideal candidate will possess a business-minded approach, a curiosity to learn, and the ability to influence and build partnerships with key stakeholders. The responsibilities extend to managing the P&L for branded SKUs, developing promotional programs, and forecasting sales metrics. The National Account Manager will also be integral to the commercialization team, ensuring timely and accurate product launches. This role requires a proactive approach to customer engagement, including travel to regional buyers and hosting events at the Chicago Customer Solution Center. The candidate will also support corporate private label initiatives and may assist with other retail products across various categories such as nuts, coffee, dairy, and cocoa. Overall, this position is designed for a strategic thinker with a strong background in national account sales, particularly within the retail and club channel sectors, who can effectively navigate complex organizational structures and drive growth through innovative strategies and impactful communication.

Responsibilities

• Manage the Olde Thompson and other regional brands within the club channel on a direct basis.
• Develop a strategic plan to drive new growth and deepen customer relationships.
• Drive P&L improvements and manage pricing/contracts for branded SKUs.
• Develop and implement an innovation-based strategy to drive growth of branded items in the club channel.
• Evaluate, build, and execute regional branded promotional programs to drive growth.
• Be an integral part of the commercialization team to ensure on-time and accurate product launches.
• Complete necessary forms and documents required by the customer and track key metrics in the system(s).
• Forecast all regional branded SKUs and manage the North America regions for branded SKUs.
• Support corporate private label or international regions as needed.
• Call on other customers if bandwidth allows.

Requirements

• 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.
• At least seven (7) years of retail branded experience; 3+ years of directly calling on the club channel is preferred.
• Ability to develop and deliver a strategic account plan designed to achieve profitable growth.
• Excellent analytical and forecasting skills, familiar with budget and contract processes.
• Effective negotiation and problem-solving skills to reach mutually beneficial sales agreements.
• Ability to convey information and ideas clearly and succinctly to various audiences.
• Ability to build and foster influential customer and internal stakeholder relationships.
• Adaptability to maintain effectiveness during major changes or shifts in direction.
• Strong working knowledge of specifications and proficiency in Excel, PowerPoint, and Salesforce or other CRM.

Nice-to-haves

• Experience utilizing 3rd party market data to develop growth plans.
• Ability to navigate highly matrixed and large organizations.

Benefits

• Equal opportunity workplace with a commitment to diversity and inclusion.
• Support for employees with disabilities through accommodations.