National Account Manager, Non-Commercial (Remote)

Job Purpose

The National Account Manager, Non-Commercial is responsible for developing and growing profitable business with key Non-Commercial customers, including Group Purchasing Organizations and Foodservice Management companies. This role builds strategic account plans, strengthens customer relationships, identifies growth opportunities, and collaborates closely with Field Sales, Foodservice Marketing, and culinary resources to increase penetration of approved Idahoan products. The role reports to the Director, Field Sales and Distribution with whom annual targets, strategic account plans, and long-range profitability targets will be developed and tracked.

Main Responsibilities

• Develop and execute annual business plans to grow the Non-Commercial channel through existing and new customers.
• Build compelling customer value propositions for Idahoan products by leveraging marketing, culinary, sales, and other internal resources.
• Build and maintain relationships across multiple levels of each customer organization, developing a clear understanding of their business needs and offering solutions that support mutual growth.
• Analyze GPO-provided data to identify opportunities for distribution expansion, Impact Operator growth, LLO activity, and regional execution.
• Partner closely with the Field Sales team to communicate priorities, provide visibility to targets, and support execution against agreed objectives.
• Collaborate with the Foodservice Leadership Team to identify profit improvement opportunities and support consistent, defensible pricing practices across customers and segments.
• Establish and communicate timelines for pricing reviews, contract analysis, negotiations, and stakeholder alignment.
• Review contracts and pricing agreements for commercial considerations, partnering with Legal as needed.
• Review monthly claims and work with Business Excellence to support forecast updates.
• Document sales activity, follow-up, and planning in designated tools, including CRM software, Outlook, and reporting documents.

Qualifications/Required Skills

• Education and/or Experience: Bachelor's degree from an accredited four-year college or university preferred. Equivalent Foodservice industry experience may be considered, including ten or more years of related experience in sales, customer management, branded products, Non-Commercial, and/or Commercial restaurant channels.
• Communication Skills: Strong written and verbal communication skills, with the ability to prepare succinct, professional presentations and customer communications. Must be comfortable presenting in person and virtually to senior and executive-level customer contacts. Proficiency with Microsoft tools, including Copilot, is preferred.
• Interpersonal Skills: Strong collaboration and influencing skills are required. Must be able to build trusted relationships with internal partners and external stakeholders, including executive-level customer contacts.
• Negotiation Skills: Minimum of three years of successful negotiation experience in complex customer environments. Strong analytical and scenario-planning skills are required to support customer negotiations.
• Strategy and Prioritization: Ability to apply business experience and judgment across a variety of situations, processes, and stakeholders. Must be organized, able to manage multiple priorities, and focused on delivering results and ROI in a dynamic environment.
• Analytics Skills: Strong analytical, quantitative, and problem-solving skills. Must be able to leverage current and emerging technologies, including AI, to reduce manual work and accelerate insight generation.

Other Details

• Work Environment: Travel up to 40%, based upon business needs. Work from a remote location, requiring strong sense of self-discipline and self-reliance. Must be self-motivated while collaborating with the FS team and highly accountable for individual and team results.

Alignment with Core Values of the Company

• Respect & Value Our People
• Stay in Front of Change While Reducing Costs
• Delight Our Customers
• Food Quality & Safety

Benefits

• Pay Range: $140k - $175k base salary
• Bonus Potential
• Medical, Dental, Vision Insurance for full-time team members
• PTO (Vacation, Sick, and Holidays) for full-time team members
• 401K match
• Company paid disability and life insurance policies
• Paid maternity and parental leave

Equal Opportunity

We are an equal opportunity employer and do not discriminate on the basis of race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), political affiliation, military service, or other non-merit-based factors.