National Account Manager, Foodservice - East Region

At Ghirardelli, we’re on a mission to become a one billion dollar brand and beyond. We want to be every consumer’s first choice of premium chocolate, and we believe we can do that through our products and the way we do business, which are all inspired by our brand commitment to Making Life A Bite Better. We are a company committed to both personal and professional growth and believe that each employee contributes directly to Ghirardelli's growth and success.

 

The National Accounts Manager is responsible for leading the strategic growth of the Professional Products Division sales and in-store marketing, specifically focusing on the development of our National Accounts business throughout their area of responsibility. The NAM focuses on the ongoing management and pursuit of new business with the top 250 restaurant chains and the bakeries that supply them with desserts. The Professional Products Division’s product line includes a variety of premium ingredients, developed for chefs and baristas: Chocolate, Caramel, and Vanilla Sauces, Hot Fudge, Frappes, Hot Chocolate Powders, Chocolate Chips & Wafers, and Cocoa Powders.

The PPD National Accounts Manager is responsible for achieving their NTS sales budget, GP% Budget, distribution targets, trade promotion budget, forecasting targets, expense management, and achieving assigned PPD metrics through direct selling of National Accounts. They focus on building the Ghirardelli brand image through custom “made with Ghirardelli Chocolate” programs, working with key national restaurant chains to optimize marketing activation.

The National Accounts Manager is a vital member of the Ghirardelli Professional Products Division, which includes all PPD National Accounts, Export, Regional, and Business Developmental sales teams. Also, included is the Professional Products Marketing Department.   The National Accounts Manager is a results oriented leader and a strategic thinker who works well with others.

Qualifications

Deliver Sales Controllables

• Achieve NTS budget
• Achieve Professional Products Sales Priorities
• Spend within Trade Funds and departmental budgets
• Help promote and build the Ghirardelli brand awareness through the implementation of the PPD “Made With” program

Develop New and Existing National Chain Accounts

• Penetrate key national account customers:
• Actively prospect for new sales opportunities with National Restaurant Chain accounts, National Bakeries, and In-Store Bakery. Leverage key account contacts to expose account opportunities.
• Maintain and build existing accounts through value added selling and relationship building. Look for new opportunities to leverage Ghirardelli Professional Products with existing accounts.
• Create long term business relationships and foster a sustainable competitive advantage for Ghirardelli.
• Clearly communicate sales progress against key account targets and budget goals
• Opportunistically present products created by Ghirardelli’s bakery partners that are “Made With” Ghirardelli chocolate.
• Coordinate account call coverage and execution, with other Professional Products National Account Managers and Region Managers.
• Work closely with the Professional Products Marketing Department to develop account specific marketing programs and to surface new product innovation opportunities.
• Primary product selling focus will specifically emphasize Ghirardelli’s Professional Products, to culinary, specialty beverage, marketing and purchasing professionals
• Spend trade funds within budget and ensure efficiency through ROI analysis and NTS targets
• Build the Ghirardelli Brand Equity by demonstrating quality in everything you do

Be a Leader within the Company

• Demonstrate passion, commitment and integrity in all activities
• Treat confidential information as such
• Take both a top-line and bottom-line perspective on all issues
• Collaborate effectively across all functions

Other Responsibilities

• Report sales and prepare category reviews/business reviews for key accounts as needed.
• Travel to accounts locations as needed.
• Collect competitive activity on an ongoing basis and be a category expert.
• Be prepared for Ad Hoc tasks and projects helping inter