How you will make history here...The Key Account Manager, Segment Execution, will support growth across Education (K-12, C/U), B&I, and broader non-commercial channels within North America Foodservice. This role translates segment strategy into field execution through customer targeting, broker and agency management, bid support, distributor activation, operator pull-through, and segment-specific selling tools. The position partners with Sales, Marketing, Culinary, Finance, Sales Operations, brokers, agencies, distributors, and customer-facing teams to prioritize opportunities, improve execution, and accelerate profitable growth.
What you will do...- Execute segment priorities across K-12, College & University, B&I, food service managed accounts, group purchasing accounts, and other non-commercial accounts by translating strategy into customer, broker, distributor, and operator activation plans supporting Strat Plan priorities.
- Play an active leadership role in strategic segment planning by evaluating market trends, customer needs, bid dynamics, competitive activity, channel whitespace, portfolio fit, and operator feedback.
- Build account-specific plans that increase distribution, menu placement, product conversion, operator adoption, and profitable growth.
- Lead broker execution through clear objectives, account targeting tools, selling priorities, scorecards, and follow-up routines that improve operator pull-through.
- Provide bid analytics and bid support, including platform management, opportunity assessment, performance analysis, results tracking, forecasting input, and recommendations to improve win rate and execution quality.
- Support the Real Time Solutions agency relationship, including activation priorities, reporting reviews, insight-to-action follow-up, and continuous improvement routines.
- Co-Lead planning role at SNA show, including booth coordination, customer meeting preparation, sales materials, and post-show follow-up alongside cross functional partners.
- Coordinate with FSM/GPO, channel partners, brokers, agencies, distributors, and strategic accounts to align execution plans and accelerate growth opportunities.
- Support commercialization of innovation, menu solutions, and segment-specific selling programs in partnership with cross-functional teams.
- Partner with the Senior Manager, Non-Comm & Segment Strategy to develop segment selling materials, growth roadmaps, and leadership-ready recommendations supporting strat plan goals to drive AOP attainment.
Who you will work with...You will work with marketing, sales and external brokers.
- Field/Remote role with regular cross-functional and customer-facing engagement.
- Travel: approximately 30-40%, including customer and operator visits, broker and Real Time Solutions agency support, SNA show planning and execution, segment industry events, and key channel partner meetings.
What you bring to the table (must haves)...- Bachelor's degree required; business, marketing, hospitality, nutrition, education, or related field preferred.
- 8+ years of progressive sales, account management, segment management, foodservice, CPG, or commercial execution experience.
- Experience in Education, including K-12 and College & University, B&I, Airlines, Eurest, contract feeding, workplace dining, or other non-commercial foodservice channels preferred.
It would be great to have (nice to haves)...- Strong understanding of non-commercial foodservice operations, menu requirements, bid processes, participation drivers, labor challenges, operator complexity, and customer decision-making.
- Experience working with distributors, brokers, agencies, contract feeders, airline partners, Eurest or Compass Group structures, school systems, or strategic account models preferred.
- Demonstrated ability to translate segment insights, bid intelligence, customer needs, and performance data into practical execution plans that drive distribution, penetration, conversion, and profitable growth.
- Strong commercial acumen with the ability to analyze results, support bids, manage priorities, leverage agency insights, and recommend actions within a complex segment environment.
- Excellent communication, collaboration, and project management skills, with the ability to work effectively across Sales, Marketing, Culinary, Finance, Supply Chain, Sales Operations, brokers, agencies, and field teams.
- Achievement of Education, B&I, and broader non-commercial AOP priorities, including revenue, profitability, penetration, bid performance, and execution effectiveness.
- Segment execution plans that define priorities, target accounts, broker actions, bid needs to include results tracking and strategy, distributor activation, and customer growth opportunities.
- Improved operator pull-through through stronger broker execution, agency support, customer alignment, targeting tools, and program conversion.
- Ongoing performance reviews, bid analytics, action plans, and insights that identify risks, whitespace, and opportunities for improved execution.
- Effective Real Time Solutions/other agency engagement, including clear priorities, reporting reviews, insight-to-action follow-up, and continuous improvement.
- Management of Erebus Trading relationship.
- Well-coordinated SNA show planning and execution that supports customer engagement, segment priorities, and post-show sales follow-up.
- Leadership-ready recommendations that connect market trends, customer needs, bid performance, broker execution, and field insights to actionable growth plans.
Compensation and Benefits:The target base salary range for this full-time, salaried position is between
$117,600-$176,400
Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training. Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.
