Job DescriptionThe Vice President, National Accounts serves as the leader responsible for the strategy, growth, retention, and operational excellence of Aramark Refreshments' National Accounts portfolio. This role owns the overall direction, performance, and long-term success of some of the organization's largest and most strategically important client relationships.
Reporting to the regional leadership team, the Vice President develops and executes a national account strategy that drives profitable growth, client retention, operational performance, and market expansion. This leader is accountable for building executive-level partnerships with key client stakeholders while ensuring the National Accounts organization delivers a consistent, scalable, and differentiated customer experience across all geographies.
The Vice President leads a team of National Account Directors and National Account Managers and is responsible for developing organizational capability, driving cross-functional alignment, and influencing enterprise-wide decisions that support the growth and success of the National Accounts business.
This leader partners closely with Sales, Operations, Finance, Supply Chain, Marketing, Product, Technology, and other Aramark lines of business to create integrated solutions that strengthen client relationships, increase penetration, and expand long-term strategic partnerships.
This role requires a highly strategic and commercially minded leader who combines executive presence, business acumen, customer leadership, and organizational effectiveness to drive sustainable business results.
Must be able to travel 50% of the time.
Key ResponsibilitiesStrategic Leadership - Develop and execute the multi-year National Accounts strategy aligned with Refreshments business objectives and growth targets.
- Establish strategic priorities that drive client retention, revenue growth, profitability, market expansion, and operational excellence.
- Serve as a key advisor to leadership regarding national account performance, risks, opportunities, and competitive market dynamics.
- Influence LOB-wide initiatives that enhance customer experience, scalability, and financial performance.
National Account Portfolio Leadership - Maintain executive sponsorship and oversight of Aramark's largest and most complex national client relationships.
- Lead the overall performance of the National Accounts portfolio, ensuring achievement of revenue, retention, profitability, and customer experience objectives.
- Establish governance models, operating standards, and performance metrics across all managed national accounts.
- Drive executive-level client engagement strategies and participate in key customer business reviews and strategic planning sessions.
People Leadership - Lead, coach, and develop a team of National Account Directors and National Account Managers.
- Establish clear performance expectations and ensure achievement of business objectives through effective talent management practices.
- Build organizational capability and succession pipelines within the National Accounts organization.
- Foster a high-performance culture focused on accountability, collaboration, innovation, and customer success.
Growth & Commercial Strategy - Partner with Sales leadership to identify and capture new business opportunities within existing and prospective national accounts.
- Drive account expansion strategies and increase client penetration across multiple Aramark service offerings.
- Sponsor strategic client retention initiatives and executive-level renewal negotiations.
- Lead enterprise retention efforts and support complex RFP and contract renewal processes.
Financial Management - Own financial performance across the National Accounts portfolio, including revenue growth, profitability, pricing strategy, working capital management, and retention performance.
- Establish financial targets and accountability measures for national account teams.
- Review portfolio performance and implement corrective actions to improve financial outcomes.
- Partner with Finance to identify opportunities for margin enhancement, operational efficiency, and sustainable growth.
Executive Client Relationship Management - Build trusted relationships with executive-level client stakeholders and decision makers.
- Serve as the senior escalation point for strategic client issues and complex business challenges.
- Lead executive business reviews and strategic planning sessions with key customers.
- Position Aramark as a long-term strategic partner through value creation, innovation, and consultative leadership.
Cross-Functional Leadership - Collaborate with leaders across Sales, Operations, Finance, Supply Chain, Marketing, Technology, and Human Resources to align resources and execute strategic initiatives.
Drive consistency and best-practice sharing across regions and business units.
Support mergers, acquisitions, major implementations, mobilizations, and enterprise transformation initiatives impacting national accounts.
Champion innovation and continuous improvement to strengthen client outcomes and business performance.
Qualifications- Ability to travel 50% of the time.
Education- Bachelor's degree required.
- Master's degree or MBA preferred.
Experience- Minimum of 12-15 years of progressively responsible sales, account management, business development, or general management leadership experience.
- Minimum of 8 years leading leaders and managing large, geographically dispersed teams.
- Proven success leading national or enterprise account portfolios with significant revenue responsibility.
- Experience managing executive-level customer relationships and complex contract negotiations.
- Demonstrated success developing and executing growth strategies that drive revenue, profitability, and client retention.
- Experience leading within a matrixed organization and influencing across multiple business functions.
Leadership Competencies- Executive presence and ability to influence senior leaders internally and externally.
- Strong commercial and financial acumen, including P&L management.
- Strategic thinking and long-range planning capability.
- Exceptional negotiation and relationship management skills.
- Ability to lead organizational change and transformation initiatives.
- Demonstrated capability to build and develop high-performing leadership teams.
- Strong analytical and decision-making capabilities.
- Excellent communication, presentation, and stakeholder management skills.
Scope & Impact- Leads the National Accounts organization for Refreshments.
- Direct leadership of National Account Directors and National Account Managers.
- Responsible for a national portfolio of strategic clients representing significant revenue and growth opportunities.
- Decisions have substantial impact on customer retention, revenue growth, profitability, market position, and long-term business strategy.
- Serves as a key member of the Refreshments regional leadership team and participates in strategic business planning and execution.
