The Director of National Accounts is responsible for building the strategy and managing the execution of one of Clemens Food Group's fastest growing sales channels. The ideal candidate is a strategic thinker, exhibits a high degree of accountability to the P&L, and is a collaborative and influential member of the foodservice sales team.

Strategy & Planning

• Responsible for National Account P&L and overall profitability of the business channel
• Set and execute strategic plan for National Account channel, including memorializing and communicating for alignment
• Collaborate with VP of Foodservice to establish annual sales budget
• Serve as resource on competitive intel and key account partnerships
• Align customer One Page Plans (Strategic Playbook) through consultation with AEs (Account Executives)
• Align company resources to customer One Page Plan
• Create goals and strategies for Channel that align with Company Initiatives
• Understand financial impacts of Channel strategy in order to make best decisions for CFG
• Identify new growth opportunities, linking CFG capability/capacity to Customer need
• Lead and participate in strategic RFP process(s)
• Create pipeline to align with strategy and instill confidence within the organization for future growth
• Maintain awareness of competitive landscape and other packers' Nat'l Accts business

Performance Management

• Build, manage, and update structure for execution performance
• Review sales activities (last week and next week) and promote short interval accountability to sales plans w/ AE's
• Manage accountability of execution against One Page Plan(s)
• Collaborate with AEs on discovery and solution culture
• Oversee strategic initiatives and projects (including product roll outs)
• Pipeline goals/target for team established and accountability enforced
• Ensure oversight of inventory management, forecasting, and customer service levels
• Lead quarterly meetings with senior leadership on account status
• Ensure team focus on margin, understanding key impactors and adjusting where possible to ensure consistent performance
• Educate AE team on financial impacts of proposed opportunities and focus on true value for CFG

Talent Management

• Coach AEs on personal and performance growth
• Manage performance and accountability
• Build team - Source, Interview Hire, based on a continuous focus on talent
• Train and onboard new AEs
• Participate in CFG sales team training on CFG Methodology
• Remove Obstacles and Provide Resources
• Manage team expectations (Pipeline, Close ratio, Average close size)
• Build succession plan and IDPs for AE's to ensure retention of top talent
• Maintain accountability for team performance through PE process

Relationship Development

• Facilitate and lead top-top meetings and corporate interactions with customers
• Lead internal meetings for strategic planning to penetrate new customer segments annually
• Build a network of key influencers and contact points to facilitate pipeline growth
• Display courage with customers in difficult conversations, advocating for CFG interests in a fair manner
• Support team in difficult conversations re: allocations, pricing, etc... and intervene when needed
• Act as a source of clarity and insight to customers regarding the dynamics of CFG's business
• Attend industry and strategic events

Team CFG

• Attend internal meetings (Training, Sales, Budget, Planning, Business
• Reviews, Level 10 etc.)
• Report progress to VP of food service
• Work on CFG Special projects
• Pursue personal development and growth
• Advocate for team internally

Enthusiastic - Shows intense and eager enjoyment and interest
Functional Expert - Considered a thought leader on a subject
Innovative - Consistently introduces new ideas and demonstrates original thinking
Leader - Inspires teammates to follow them
Thought Provoking - Capable of making others think deeply on a subject

Growth Opportunities - Inspired to perform well by the chance to take on more responsibility

Bachelors (required)

5 years: of National Accounts experience required. Team Management and Leadership experience strongly preferred. (required)