National Accounts Manager, Foodservice Sales

Shearer's Foods - Massillon, OH

Full-time - Mid Level

Massillon, OH

11-50 employees

Food Manufacturing

About the position

Shearer's is a leading contract manufacturer and private label supplier in the snack industry in North America, headquartered in Massillon, Ohio. The company operates 17 state-of-the-art manufacturing facilities across various locations, including Texas, Arkansas, Arizona, Minnesota, Pennsylvania, Virginia, Iowa, Ontario, and Alberta, Canada. Among these facilities is one of the industry's first Leadership in Energy and Environmental Design (LEED) platinum certified facilities, located in Massillon, Ohio. Shearer's is renowned for producing high-quality snacks in a variety of flavors and sizes, including kettle-cooked potato chips, traditional potato chips, tortilla chips, cheese curls, corn chips, cookies, crackers, and wafers. The National Accounts Manager, Foodservice Sales is a remote position that reports to the Director of Foodservice & QSR. This role is pivotal in developing and executing strategies to drive sales of both private label and branded products to leading broadline foodservice distributors. The manager will be responsible for sourcing, developing, and nurturing customer relationships, managing broadline distributors, and ensuring market competitiveness and item assortment. This position requires significant interaction with customers and various functions within Shearer's organization, making it highly visible and impactful. Key responsibilities include managing day-to-day relationships with a deep understanding of customer goals and long-term business strategies, collaborating with the foodservice team and Shearer's Commercial Team to profitably grow company revenue, and guiding cross-functional teams to meet project objectives related to foodservice sales. The manager will drive sales through strategic planning, market opportunities, and customer alignment, while also leveraging Shearer's capabilities to build and expand strategic customer partnerships. Additionally, the role involves facilitating customer inquiries, ensuring efficient execution of value-added solutions, and leading new product opportunities from concept to launch. The position requires approximately 60% travel for customer meetings, tradeshows, and training.

Responsibilities

• Manage day-to-day relationships with customers, understanding their goals and long-term business strategies.
• Collaborate with the foodservice team and Shearer's Commercial Team to grow company revenue profitably.
• Guide and influence cross-functional teams to meet project objectives related to foodservice sales.
• Drive sales through strategic planning, market opportunities, and customer alignment to achieve financial budgets.
• Leverage Shearer's capabilities to build and expand strategic customer partnerships.
• Facilitate and resolve questions from foodservice customers.
• Actively listen to customer concerns and translate them into segment trends and market needs.
• Ensure efficient execution of value-added solutions in foodservice sales.
• Organize and communicate information across internal teams to motivate the organization with clear goals.
• Lead customer meetings at Shearer's facilities with cross-functional teams.
• Manage new product opportunities from concept to launch.
• Engage in strategic agility and collaborative business planning/forecasting.

Requirements

• Bachelor's degree required.
• 6-10 years of business development experience, preferably in manufacturing, supply chain, and consumer food products.
• Significant sales experience in the foodservice industry, particularly with top broadline distributors, achieving year-over-year sales growth.
• Experience managing a national broker network to maximize sales and negotiate distributor marketing programs.
• Exceptional communication, presentation, and interpersonal skills, capable of engaging all organizational levels.
• Proficient in Microsoft Office, data analysis, forecasting, and sales performance metrics.
• High level of critical thinking to resolve complex, high-impact opportunities.
• Ability to manage projects and workflows independently while collaborating with cross-functional teams.

Nice-to-haves

• Experience with private label products is preferred.
• Strong strategies for new item penetration and competitive market reviews.

Benefits

• Medical, Dental, Vision, Life Insurance
• Flexible Spending Account
• Retirement Savings Plan with Match
• Short Term Disability
• Long Term Disability
• Group Critical Accident Insurance
• Group Critical Illness Insurance
• Employee Assistance Plan
• Opportunities to volunteer in the community