National Account Manager

Rich’s, also known as Rich Products Corporation, is a family-owned food company dedicated to inspiring possibilities. From cakes and icings to pizza, appetizers and specialty toppings, our products are used in homes, restaurants and bakeries around the world. Beyond great food, our customers also gain insights to help them stay competitive, no matter their size. Our portfolio includes creative solutions geared at helping food industry professionals compete in foodservice, retail, in-store bakery, deli, and prepared foods, among others. Working in 100 locations globally, with annual sales exceeding $4 billion, Rich’s is a global leader with a focus on everything that family makes possible. Rich’s®—Infinite Possibilities. One Family.

Purpose Statement

The National Account Manager will lead the strategic objectives of the Industrial division by proactively developing new, on trend business and portfolio opportunities that have the potential to drive growth and profitability for the business. In this role you will manage existing customers as well as develop new opportunities and customer relationships to sell existing and new/customized products.

Key Accountabilities and Outcomes

• Act as the business owner; accountable for achieving sales, profit and volume targets with our Industrial customers
• Lead customer relationships and be the voice of the customer internally with our business units, new product development teams and supply chain
• Collaborate with customers to identify new opportunities across branded, private label, components and fully finished portfolios
• Develop annual customer specific growth plans to drive volume, sales, and margin
• Partner with the marketing team to implement key promotions to drive consistent growth annually and during key times of the year
• Use customer data and insights to manage the portfolio, identify gaps and recommend assortment optimization to drive sales and improve distribution while minimizing spoilage 
• Develop volume forecasts and collaborate closely with planning and production teams to deliver high service levels and minimize cuts and shorts
• Support cross-functional business partners with requests pertaining to Industrial initiatives and serve as the subject matter expert for all fulfillment and Industrial operations activities.
• Develop thorough understanding of the Industrial space and identify opportunities to drive material change in our Go-To-Market approach with new products and packaging
• Use financial data to draw conclusions to make sound business decisions and to negotiate prices, terms and sales agreements with current and new customers
• Become an Industrial subject matter expert and provide guidance to internal teams

Knowledge, Skills, and Experience

• Bachelor’s degree in sales, marketing or related field strongly preferred 
• Minimum 5 years of experience in food and beverage or food manufacturing related sales focused on existing customers and business development
• Demonstrated ability to develop, incubate and scale new products, platforms or businesses
• Solid business and financial acumen – demonstrated ability to use data to drive business opportunities with customers
• Solid communication skills to include verbal and written capabilities; strong presentation skills
• Ability to lead and facilitate key cross functional interactions
• Strong organizational skills and attention to detail. Meets deadlines
• Demonstrated ability to move seamlessly between strategic and detailed execution; consistently can make sound decisions based on limited data
• Solid negotiation and influencing skills to accomplish goals; leading through influence; influencing skills include experience working with various levels within an organization
• Highly energetic self-driven and passionate with an entrepreneurial spirit and thrives in a fast-paced, performance driven culture
• Proven ability to articulate an inspiring vision and powerful sense of shared purpose in others