National Sales Manager Distribution, Foodservice
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more than just a job? Build a career with purpose. At Lactalis in the USA, we’re committed to providing meaningful opportunities for our people to learn, grow, and thrive—whether you’re just starting your journey with us or looking to take the next step in your career. From day one, we offer the tools and support to help you succeed.
As the world leader in dairy, Lactalis is a family‑owned company with over 85,000 pragmatic and ambitious professionals across the globe. Each day, we’re proud to produce award‑winning dairy products that bring people together.
In the US, we proudly offer an unrivaled house of beloved brands, including Galbani® Italian cheeses and ricotta, Président® specialty cheeses and butters, Kraft® natural and grated cheeses, Breakstone’s® cottage cheese, Cracker Barrel®, Black Diamond® cheddar, and Parmalat® milk. Our yogurt portfolio includes siggi’s®, Stonyfield Organic®, Brown Cow™, Oui®, Yoplait®, Go-Gurt®, :ratio®, Green Mountain Creamery®, and Mountain High®, along with a growing family of ethnic favorites like Karoun®, Gopi®, and Arz®.
At Lactalis, we live by our core values—Ambition, Engagement, and Simplicity. We foster a workplace where innovation thrives, diverse perspectives are celebrated, and everyone’s unique background and ideas are valued.
Even if you don’t meet every qualification, we encourage you to apply. We want to hear about your PASSION, your STORY, and how your EXPERTISE can help us shape the future of dairy.
Key Responsibilities
* Serve as the primary account leader for a portfolio of top Power Regional Foodservice Distributors. Negotiate annual programs, align on pricing strategies, and conduct high-level Joint Business Planning (JBP) to maximize local market share and distributor margin.
* Own the strategy and execution for the highly regulated WIC channel. Monitor bid cycles, prepare and submit state-level proposals, ensure regulatory compliance, manage product formulations, and serve as the liaison with state agencies, manufacturers, and approved dairy distributors.
* Develop and manage relationships with key Regional Dairy Distributors (e.g., Dean, Driftwood) to secure slotting space, optimize product freshness, and manage complex, frequent delivery logistics essential for the dairy category.
* Lead the company's relationship with the UniPro buying group, translating national-level agreements into executable programs for its independent members and maximizing our brand’s position within their preferred supplier listings.
* Facilitate collaborative selling and communication between our internal organization and the distributor’s corporate and regional sales teams as well as our Broker sales force. Develop training and sales enablement programs to educate distributor sales consultants and Brokers to ensure our Yoplait products are prioritized for both independent and national account operators. Work with the Broker on Trade programs to land new business and drive commercial chain penetration nationally.
* Act as the senior point of escalation for complex issues, including supply chain challenges, contractual disputes, and high-level pricing, fines, fees, etc. Work to provide accurate forecasting insights, to ensure forecast accuracy and consistent service levels with our Demand Planning team.
Qualifications
* Bachelor’s degree in Business, Marketing or a related field;
* Minimum of 10+ years of B2B or Foodservice Sales Experience. Culinary background a plus!
* Commercial Acumen: Proven Ability to manage a trade budget and possess a strong understanding or Foodservice supply chain procurement mechanics.
* Industry Knowledge: Deep understanding of foodservice distribution logistics, pricing models (DSR, contract pricing), and the organizational structure of broadline distributors. Knowledge and relationships with the UniPro buying group and dairies a plus!
* Demonstrated skills in consultative selling, high-stakes negotiations, and executive-level presentations.
Behavioral / Leadership Competencies
* Entrepreneurial Drive: Acts as a self‑motivated “hunter” and owner, capable of identifying, designing, and closing complex business opportunities within a highly fragmented market.
* Relationship Architect: Excels at building and sustaining trust‑based relationships with influential regional owners/executives, WIC officials, and buying group leaders.
* Negotiation & Program Execution: Proven ability to negotiate intricate supply agreements and regulatory bids while ensuring flawless execution at the distributor level.
* Attention to Detail: Meticulous approach to managing regulatory compliance, contract terms, bid submissions, and margin integrity, where accuracy is paramount to winning the business.
* Adaptability: Ability to thrive in a fast‑paced environment where regional trends and local distributor relationships are as critical as national programs.
At Lactalis, we offer a comprehensive Total Rewards Program with a variety of affordable benefits and coverage options. We support insurance costs significantly, contribute generously to retirement plans, and offer Paid Time Off from day one. We are committed to your professional growth, providing training and development opportunities, including Education Reimbursement. Join us and grow your career.
Lactalis is an equal employment opportunity employer. We will not discriminate against applicants with regard to any legally‑recognized basis including, but not limited to: veteran status, race, color, religion, sex, national origin, age, marital status, sexual orientation, and physical or mental disabilities. Further, any division of the Company that is an affirmative action employer will comply with all related legal obligations.
Salary Description: $90,000-$125,000 annually
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