Job Summary:
We are seeking an experienced National Account Sales Executive to lead and grow relationships with high-profile national & global restaurant and food service chain accounts. This role is designed for a proactive communicator who is obsessive with customer success, white-space expansion, and connecting cross-functional teams to launch new beverages. The National Account Sales Executive will be responsible for managing and growing strategic relationships with large, complex food service chain accounts and brands. The ideal candidate understands how operators, distributors, and suppliers collaborate to bring menu innovation to market and execute flawlessly at scale. This individual will lead cross-functional efforts across sales, marketing, R&D/product development, operations, supply chain, and customer service to deliver best-in-class execution and customer results. Responsible for all sales activities, project management, communication, leadership, timely updates, and positioning. This role requires that all activities are handled in accordance with Finlays Solutions mission, values, ethics and goals.
Essential Duties and Responsibilities:
• Represent Finlays Solutions in the market at tradeshows, association meetings and business functions, and industry events, leveraging your network, and building relationships in front of customers
• Develop and execute strategic account plans aligned with customer growth objectives and Finlays Solutions company goals
• Lead cross-functional teams across sales, marketing, R&D/product development, operations, commercialization, supply chain, R&D, and customer service.
• Utilize your network and selling skills to build new project pipeline and consistently open doors that deliver growth objectives in both the short and long term
• Partner with key decision makers across critical customer departments to drive menu innovation utilizing consumer insights, market trends, and operational feasibility.
• Strong ability to negotiate pricing and contracts in line with established pricing models to meet or exceed target margin objectives for the business.
• Use and maintain CRM tools daily to manage projects, document communications, improve relationships, communicate, and deliver against the sales pipeline
• Spend significant time in the field meeting key customers, traveling domestically & globally to develop relationships, and advancing opportunities face-to-face
• Accountability for all actions related to key customer management
• Continuous commitment to self-learning through internal tools and resources to upskill. Complete training to be knowledgeable on Finlays product portfolio, beverage industry trends, coffee market, and competition.
• Using technical, organizational and industry knowledge, offer the best solution to drive growth and increase profitability
• Provide guidance on customer forecast into monthly demand planning (S&IOP process)
• Develop & maintain communications with internal departments and stakeholders to ensure excellent customer service.
• Update job knowledge by reading industry publications, maintaining professional network and participating in educational opportunities.
• Engage in personal development by recording goals and timelines established by you and your manager.
• Active participation in the S&IOP process measured by defined accuracy target.
• Complete and submit commercial reports on time.
• Manage expenses and travel budget
The salary range for this role is $120,000.00 - $145,000.00 annually.
Within this range, individual pay is determined by the work location and additional factors, including job-related skills, experience, and relevant education or training. The total compensation package for this position also includes a choice of health care plan (medical, vision, and dental insurance), an annual incentive bonus, paid time off, parental leave, bereavement leave and a 401(K) for all eligible employees.
Qualifications & Requirements:
• Bachelor's degree in business, sales, marketing or similar and 4 to 6 years professional selling experience in the food & beverage industry.
• Experience within food manufacturing, ingredients, beverage, distribution, or foodservice supplier organizations preferred
• Enjoys being in the field and traveling extensively both within the United States and globally to develop relationships and win new business (up to 50%)
• Growth-minded self-starter with demonstrated ability to identify, analyze, and problem solve
• Experience leading cross-functional teams and influencing without direct authority
• Experience reviewing contracts to identify commercial risks and identify where negotiation is required to mitigate risks and align contractual obligations with the goals and objectives of the organization.
• Strong presentation, active listening, verbal & written communication skills
• Exceptional organization and time management skills
• Proven track record of exceeding sales objectives and quotas
• Strong analytical skills and the capability to track and objectively evaluate effectiveness
• Outstanding, confident written and verbal communication skills
• Ability to perform effectively under tight deadlines or with multiple projects
• Proven ability to work with senior team members in client-facing and internal settings
• Valid driver's license and a clean driving record.
• Passport and ability to travel internationally.
• Advanced computer skills; Word, Excel, PowerPoint, Outlook, Salesforce
Work Environment
• Employees must be able to work in a dynamic manufacturing environment that may include exposure to odors, dust, moderate noise levels, and fluctuations in temperature and ventilation
• Appropriate personal protective equipment (PPE) must be worn at all times, which may include but is not limited to: safety glasses, steel-toed shoes, gloves, hairnets, uniforms, and face shields, as required by specific job duties and safety protocols
Quality Statement:
• Our Quality and Food Safety Management strategy is anchored by our food safety and quality culture and a two-pronged approach to "be the best" as we produce "only the best". Every employee has a role to play in this strategy as outlined by the following:
• Follow Good Manufacturing Practices (GMP's), allergen control, food defense, HACCP, SQF, and regulatory requirements so that we make consistently safe, quality products.
• Ensure the presence of visitors, contractors, and customers are documented on each visit in and out of the facility to maintain good manufacturing practices, allergen controls, food defense/food security and HACCP controls.
• Report all food safety and quality issues to management immediately.
• Partner with colleagues across all functions to share knowledge, skills, and information regarding quality and food safety.
• Adhere to all health and safety work practices.
• Exhibit an understanding of quality and food safety standards and be able to speak about the Finlays quality and food safety system and your role in it.
• Handle customer complaints in a timely and professional manner so that the customer is put first, always.
• Participate fully in Finlays programs that drive continuous improvement methodologies.
Any employee in doubt as to the role they play in the Finlays quality and food safety management system must reach out to the site Quality Manager or VP of Quality.
