8-10+ years of progressive sales experience in Foodservice or related sectors
Experience managing national or large regional customer accounts
Knowledge of pricing, contracts, forecasting, and pipeline management
Ability to influence at senior customer levels
Proficiency in CRM tools, preferably Salesforce
Strong analytical, presentation, and communication skills
Responsibilities
Own executive-level relationships with key decision-makers
Lead customer strategy development and joint business plans
Translate customer insights into actionable strategies
Understand customer operating models across various foodservice formats
Manage a robust Salesforce pipeline with growth targets
Deliver documented new business wins and product launches
Collaborate with internal teams to create scalable solutions
Benefits
Remote-based flexibility with travel opportunities
Cross-functional collaboration across various departments
Opportunities for innovation in the foodservice sector
Engagement with major national accounts and brand impact
Use of cutting-edge CRM tools for pipeline management
Full Job Description
Position Summary
The Customer Account Manager (CAM) - Foodservice at Retail, West is responsible for delivering profitable growth by leading national and regional customer relationships across Convenience Store, Grocery Deli, and Commissary/Bakery customers within the Western United States. This role owns end-to-end commercial leadership for assigned national accounts and is accountable for growth through pipeline development, customer-led innovation, joint business planning, and disciplined execution.
National accounts include, but are not limited to Oxxo, Maverik, AM/PM, Raley's, and Safeway/Albertsons. The CAM serves as the primary point of contact for these customers, partnering cross-functionally to unlock menu innovation, back-of-house solutions, and differentiated foodservice offerings that drive customer traffic and margin accretion.
This is a remote-based position where the ideal candidate will be located on the West Coast and be nearby a major airport. This role will require up to ~50% travel based on business needs.
Key Accountabilities & Responsibilities
Customer & Commercial Leadership
Owns executive-level relationships with decision-makers across assigned national and regional FS@R customers
Leads customer strategy development, including Joint Business Plans (JBPs), annual growth plans, and long-range opportunity pipelines
Acts as the voice of the customer, translating insights into actionable category, brand, and innovation strategies
Deeply understands customer operating models across deli, bakery, commissary, and foodservice formats
Growth, Pipeline & Innovation
Owns and manages a robust Salesforce pipeline (64 annual growth target) across Core, Innovation, and Custom solutions
Delivers documented new business wins and innovation launches across hot foods, prepared meals, bakery, and beverage platforms
Partners with Brand, Commercial Development, and Culinary teams to bring customer-ready, scalable solutions to market
Leads RFPs, rollouts, tests, and regional-to-national expansion opportunities
Financial, Pricing & Program Management
Leads pricing strategy, contract negotiations, and program development in partnership with RGM and Finance
Ensures timely and disciplined execution of pricing actions, promotional programs, and customer funding
Owns forecasting accuracy, customer performance tracking, and gap-to-plan mitigation
Cross-Functional & Broker Leadership
Leads broker execution across assigned customers and geographies, ensuring alignment to customer priorities and KPIs
Collaborates cross-functionally with Brand, RGM, Supply Chain, Deployment, Finance, and the Business Solution Center (BSC) to ensure flawless execution
Oversees order-to-cash performance and service level excellence
Essential Activities
Conducts regular pipeline, forecasting, and performance reviews with leadership
Leads customer innovation presentations, line reviews, and growth strategy updates
Travels to customer headquarters and field operations; conducts virtual engagements as required
Maintains Salesforce opportunity hygiene, risk assessment, and forecasting accuracy
Executes customer-specific initiatives including seasonal programs, menu conversions, and regional launches
Critical Behaviors & Competencies
Strategic thinker with a growth and ownership mindset
Demonstrates strong executive presence and influencing skills
Manages complexity and ambiguity with agility and bias for action
Operates with an enterprise mindset, balancing customer, brand, and supply chain priorities
Takes calculated commercial risks to unlock sustainable growth
Qualifications & Experience
Required
8-10+ years of progressive sales experience within Foodservice, Foodservice at Retail, C-Store, or Grocery Deli
Proven experience managing national or large regional customer accounts
Strong knowledge of pricing, contracts, forecasting, and pipeline management
Demonstrated ability to influence cross-functionally and externally at senior customer levels
Proficiency in CRM tools (Salesforce preferred)
Strong analytical, presentation, and communication skills
Preferred
Experience calling on C-Store, Grocery Deli, Bakery, or Commiss
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