National Account Manager, B&I

Summary

The National Account Manager (NAM), Direct White Collar Business & Industry (B&I) owns the direct corporate dining segment for La Colombe. The role covers enterprise headquarters self-operated and hybrid corporate dining programs at leading technology, financial services, and large enterprise corporate offices. Each target customer represents a meaningful corporate dining program. The NAM is responsible for building executive relationships with corporate Food & Beverage (F&B) leadership, procurement, and employee experience teams, and positioning La Colombe as the brand pull-through partner for premium employee experience programs.  This role will also lead the call on FMCG sector leaders for B&I.

Responsibilities

Account Ownership — Direct Corporate Dining

- Build relationships with corporate dining executives, Food & Beverage (F&B) leadership, and procurement at leading technology and financial services Headquarters (HQ) accounts.
- Position La Colombe as the brand pull-through for premium employee experience programs.
- Win marquee accounts each year across technology and financial services Headquarters (HQ) programs.
- Coordinate with channel marketing on brand-led employee experience programs and co-op activation.
- Build a qualified pipeline across the leading direct Business & Industry (B&I) accounts.

Strategic Planning and Programming

- Develop and execute a named-account business plan covering distribution growth, account programming, and trade investment.
- Drive product placement and beverage program penetration across assigned customer programs.
- Build customized Joint Business Plans (JBPs) that solve customer-specific business objectives.
- Manage Request for Proposal (RFP) cycles and contract renewals.

Relationship Management

- Build mutually beneficial relationships with key decision makers and stakeholders at corporate Food & Beverage (F&B), procurement, and employee experience levels.
- Negotiate contracts to drive execution and programming.
- Customize presentations using business insights to address customer needs and earn execution and programming wins.
- Conduct business reviews and hold partners accountable to delivery against agreed programs.

Cross-Functional Partnership

- Partner with channel marketing on employee experience and co-op activation programs.
- Coordinate with service operations on equipment standards and installation pipelines.
- Coordinate with product and delivery system teams on on-tap product deployments where applicable.

Reporting and Pipeline Discipline

- Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
- Deliver consistent pipeline updates and forecasts to the Sr. Director, Foodservice.
- Contribute to Quarterly Business Review (QBR) and annual planning cycles with account-level scorecards. 

Requirements

• 7+ years of Consumer Packaged Goods (CPG) Away From Home (AFH) sales experience, with significant time selling into direct corporate dining programs at premier technology or financial services Headquarters (HQ) accounts. 
• Comfort building executive relationships with corporate Food & Beverage (F&B) leadership, procurement, and employee experience leaders. 
• Brand-led selling mindset — a relationship and brand-pull motion rather than a transactional sale. 
• Strong analytical, presentation, and negotiation skills. 
• Self-motivated, entrepreneurial mindset; able to work independently in a remote environment. 
• Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required. 
• Bachelor's degree required; advanced degree a plus. 
• 30-40% travel — primarily to customer Headquarters (HQ) locations.