Role Overview

The National Account Manager - Broker & Distributor Channel is a high-visibility, revenue-driving role responsible for recruiting, managing, and growing Klosterman's broker network and the distributor relationships that carry our frozen bakery portfolio to operators and retailers nationwide. This individual inherits and builds out an established national pipeline - advancing targets from prospecting through closed-won, driving distributor authorizations, velocity, and long-term program growth across foodservice, grocery, convenience, and specialty channels.

Channel Focus & Time Allocation

This role's selling effort is allocated across three channels:

FOODSERVICE DC's 70%

Distribution through foodservice DC's - volume, velocity & item placements

BROKERS 20%

Broker partner recruitment, alignment & new-item distribution

LARGE FOODSERVICE CUSTOMERS 10%

Senior-level relationships & strategic national/regional account closes

• WHAT SETS YOU APART - BROKER & DISTRIBUTOR RELATIONSHIPS

Direct, established relationships with foodservice and retail brokers - and with the broadline, grocery, c-store, and specialty distributors they serve - are the primary differentiator for this role. The ability to identify the right category buyers, recruit and activate broker partners, navigate distributor authorization and slotting processes, and secure long-term program business across a managed national network is essential. Experience selling frozen bakery (bread, buns, rolls, artisan, specialty) into distribution at scale is highly valued.

Key Responsibilities

Critical national targets span manufacturers, bakeries, ingredient suppliers, and distribution partners. All targets are currently in the prospecting stage, awaiting an owner to qualify, advance, and convert:

• National Chain Restaurants: QSR (Burger King, Wendy's, Inspire Brands, etc), Fast Casual (Shake Shack, Smash Burger, Chick Salad Chick, etc.), Casual Dining (Bloomin Brands, Brinker, Applebee's), C-Store (7-11, Quick Trip, Wawa, Racetrac, etc.)
• Distribution Companies: Sysco, US Foods, Performance Food Group (PFG), Gordon Food Service (GFS), Dot Foods, Shamrock Foods, and Ben E. Keith Foods.

• Distributor Authorization & Pull-Through: Win category authorizations and DC placements with broadline, grocery, c-store, and specialty distributors; drive product movement through the system via broker activation, incentives, sampling, and operator conversion.
• Own & Advance the National Pipeline: Take ownership of the 134-target distributor pipeline; assign, qualify, and progress accounts through the stage-gate process from prospecting to closed-won, prioritizing the 55 Critical and High targets.
• Broker Network Leadership: Recruit, onboard, manage, and hold accountable a national network of foodservice and retail broker partners - setting priorities, targets, and expectations to drive distributor authorizations and program growth.
• Buyer Identification & Outreach: Validate the correct frozen bakery / category buyers and execute structured multi-touch outreach cadences; convert cold targets into qualified, sample-and-spec opportunities.
• Menu & Product Placement: Drive inclusion of Klosterman's bread, bun, roll, and specialty bakery items on operator menus, approved-item lists, and retail shelf sets through broker-led selling.
• Cross-Functional Collaboration: Partner with marketing, R&D, operations, and supply chain to deliver samples, specs, allergen and category documentation, and ensure on-spec, on-time launch execution.
• Trade Show & Industry Presence: Represent Klosterman at the National Restaurant Association Show, IFDA and distributor events, and key foodservice and retail trade shows to build presence and generate leads.
• Forecasting & CRM Reporting: Maintain accurate stage, probability-weighted revenue, next-action, and touch data in CRM; deliver volume forecasts, market intelligence, and competitive updates to leadership.
• Contract Negotiation: Lead pricing, promotional, slotting, and program agreement negotiations with brokers, distributors, and key accounts in collaboration with the VP of Sales.

Compensation & Benefits

• BASE SALARY: $100-125K (Commensurate with experience)
• COMMISSION Uncapped (Performance-based incentive)
• TOTAL OTE ~$200K (At-plan total compensation)
• TRAVEL & EXPENSE: Full T&E (Company-covered budget)
• Company Car
• Medical, Dental & Vision
• 401(k)
• Paid Time Off
• Life Insurance
• Full Expense Account

Qualifications & Requirements

EDUCATION

Bachelor's degree in business, Marketing, Food Science, or related field required.

EXPERIENCE

7+ years foodservice / CPG sales; 3-5+ years managing broker networks or selling into broadline / grocery distribution nationally.

BROKER & DISTRIBUTOR RELATIONSHIPS • Key Differentiator

Proven, direct relationships with foodservice / retail brokers and broadline, grocery, c-store, and specialty distributor buyers. Track record of winning authorizations and growing distributor programs.

RESIDENCY • Preferred

Remote-based; proximity to a major hub airport strongly preferred to support national travel and distributor coverage.

PRODUCT CATEGORY

Experience selling frozen bakery - bread, buns, breakfast, specialty - or comparable high-velocity items into distribution strongly preferred. SALES SKILLS

Consultative, value-based selling; broker management and enablement; stage-gate pipeline discipline; pull-through demand creation; complex distributor negotiation.

TECHNOLOGY

CRM proficiency (Salesforce preferred), Microsoft Office Suite. Comfortable managing a weighted pipeline and account-level P&L / margin-stack analysis.

TRAVEL

50-60% national travel required. Must attend broker and distributor visits, trade shows, NRA Show, and corporate meetings.