SummaryThe National Account Manager (NAM), Marriott Enterprise and Loews owns the Marriott corporate and Loews enterprise relationships for La Colombe. The role covers Marriott corporate procurement, Avendra Group Purchasing Organization (GPO) contacts, Marriott premium brand Food & Beverage (F&B) leadership, regional Marriott F&B directors, and the full Loews portfolio. The NAM is responsible for driving distribution, programming, and partnership growth across the premium Marriott property footprint and Loews.
ResponsibilitiesAccount Ownership - Marriott and Loews- Own corporate procurement and senior Food & Beverage (F&B) relationships across Marriott and Loews.
- Manage Marriott premium brand relationships across the upper-upscale and luxury portfolio.
- Build and maintain relationships with Marriott regional Food & Beverage leaders.
- Identify and engage key Marriott property General Managers and Food & Beverage leaders as proof-point accounts to drive adoption and growth.
- Manage the Avendra Group Purchasing Organization (GPO) approval process and pull-through strategy.
Strategic Planning and Programming- Develop and execute named-account business plans focused on distribution growth, account programming, and trade investment.
- Drive product placement, beverage program penetration, and menu integration across assigned customer brands.
- Build customized Joint Business Plans (JBPs) that align with customer goals and create mutual value.
- Manage Request for Proposal (RFP) cycles, Group Purchasing Organization (GPO) approval pathways, and contract renewals, including per-serving cost modeling and competitive positioning.
Relationship Management- Build strong relationships with key decision makers and stakeholders across corporate, brand, regional, and property levels.
- Negotiate contracts that drive execution and programming while maintaining appropriate trade spend levels.
- Create customized presentations using business insights to address customer needs and secure execution and programming wins.
- Lead business reviews and hold partners accountable to agreed-upon execution and program goals.
- Participate in relevant trade shows and industry conferences.
Cross-Functional Partnership- Partner with field sales teams to support property-level execution across key accounts.
- Collaborate with service operations on equipment standards, installation pipelines, and preventive maintenance plans.
- Partner with channel marketing on co-op programs, customer-facing materials, and brand activations.
- Coordinate with product and delivery system teams on on-tap product deployments where applicable.
Reporting and Pipeline Discipline- Maintain Customer Relationship Management (CRM) records following meaningful customer interactions.
- Provide consistent pipeline updates and forecasts to the Sr. Director, Hospitality.
- Support Quarterly Business Review (QBR) and annual planning cycles through account-level revenue, margin, and program performance reporting.
Requirements- 7+ years of Consumer Packaged Goods (CPG) Away From Home (AFH) sales experience, with significant experience managing hotel, premium restaurant, or chain accounts at the national level.
- Proven track record managing complex buyer organizations, including corporate procurement, brand Food & Beverage (F&B) leadership, regional operations, and Group Purchasing Organization (GPO) relationships.
- Direct experience managing chain Request for Proposal (RFP) processes, contract negotiations, and per-serving cost modeling.
- Strong familiarity with the GPO landscape preferred.
- Self-motivated, entrepreneurial mindset with the ability to work independently in a remote environment.
- Strong analytical, presentation, relationship-building, and negotiation skills.
- Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) experience (HubSpot or equivalent) required.
- Prior experience selling into Marriott, Hilton, or Hyatt premium brand enterprise accounts strongly preferred.
- Familiarity with the Avendra Group Purchasing Organization (GPO) process required.
EDUCATION- Bachelor's degree required; advanced degree a plus.
TRAVEL- 30-50% travel - primarily to customer headquarters and leading premium properties.
The salary range for this full-time position is $123,000 - $150,700.00, + bonus + equity + benefits. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Chobani provides a comprehensive benefits package, including medical, dental, vision coverage, disability insurance, health savings account, flexible spending accounts, and tuition reimbursement. To help save for the future, all employees are eligible for a 401k match of 100% on up to 5% of eligible pay. To support growing families, we provide fertility and childcare assistance, and 12 weeks of parental leave at full pay after six months of continuous employment. In addition, we provide wellness resources which include an employee assistance program, fitness discounts, a wellness reimbursement, on-site gym access (certain locations) and a monthly wellness newsletter to connect you with resources and timely information. We offer various types of paid time of including: 120 hours of paid time off, 11 holidays, and paid volunteer time off.
