Job Details:

• Full-time

• Department: Sales

• Plant Locations: Green Bay, WI 

• Work Location: Remote

Summary:

Under the direction of the Vice President of Sales, the Senior National Accounts Director is responsible for the development, growth, and management of a company portfolio, focusing primarily on regional and national food service providers (60%) as well as chain customers (40%). This role involves nurturing customer relationships, directing and managing broadline distributors, and ensuring market competitiveness and item assortment.  You will oversee the corporate relationship of all broadline distributors; however, regional sales managers will continue to call on their respective territories.

The National Accounts Director will develop and maintain strong business relationships with both new and existing customers, while building strategic growth plans tailored to target markets. A significant portion of the role is dedicated to understanding and addressing the needs of food service providers and chain, ensuring that the company’s offerings are competitive and that targets for margin and growth are met

Job Duties:

The list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.

• Develop and implement sales strategies to achieve company goals and expand market share within the food distributor network and chain accounts.

• Cultivate and maintain strong relationships with key accounts, including Sysco, US Foods, UNFI, GFS, PFG, Shamrock, Ben E Keith and other smaller regionals.

• Collaborate with various internal stakeholders on RFPs, samples, and pricing processes, ensuring customer needs are understood and proposals are competitive while meeting volume and margin targets.

• Stay alert to emerging opportunities to address the evolving needs of food distributors and chains, ensuring Winona Foods remains a preferred partner.

• Negotiate and manage sales contracts for specified customer base to deliver products and services according to plan.

• Represent Winona Foods at trade shows and industry events, creating, tracking, and following up on new business leads.

• Prepare sales volume budget, targets, and forecasts.

• Utilize ERP system (E21) and analytical tools such as Microsoft PowerBI to analyze sales data, track performance metrics, and support strategic decision-making.

• Manage sales expenses within assigned budget

• Provide regular sales forecasts and performance reports to Vice President of Sales.

• Develop and train distributor and broker organizations to ensure market penetration

• All other duties as assigned

Qualifications:

• Bachelor’s Degree in Sales, Marketing, or Business plus 5-7 years of experience in sales and marketing of food products.  Previous dairy/cheese sales experience is preferred. 

• Understanding of dairy and futures markets and their implications in marketing decisions. 

• Proven track record of rapidly and consistently generating sales revenue. 

• Experience managing regional/national food service and chain accounts and broker networks.

• Strong background in sales, particularly within the food industry, and a proven track record of managing complex sales processes.

• Strong understanding of food distributor networks and their operations.

• Understanding and past relationship with chain accounts preferred.

• Experience working with food distributor and/or chain accounts, developing sales strategies, responding to RFPs and following up on ongoing company performance.

• Experience partnering with various internal stakeholders for new item merchandising, samples, and ensuring we are delivering on ongoing product orders.

• Proficiency in utilizing ERP systems and Microsoft Office Suite including PowerBI.

• Excellent negotiation, communication, and interpersonal skills.

• Position may be remote, prefer residency in the Midwest.

• 20-25% travel required for customer visits, tradeshows, and occasional visits to Winona Foods production facilities.

Conditions of Employment:

Candidates subject to a pre-employment background check.

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