Position Overview
National Sales Manager (Redistribution /Buying Groups) – Responsible for leading key national accounts across redistribution and buying group networks (DOT, IPAP, PFG, UniPro, Golbon, and Frosty Acres), maximizing revenue, profitability, and distribution effectiveness for Lactalis American Group’s Culinary Division within these foodservice partners. Acts as the primary corporate liaison, leading headquarters-level negotiations and Joint Business Plans. Partners cross-functionally with sales, marketing, trade marketing, supply chain, legal, and quality teams.
Key Responsibilities
* Serve as the primary headquarters contact for senior leadership at PFG, UniPro, Golbon, and Frosty Acres.
* Develop and execute long-term Joint Business Plans (JBPs), including quarterly reviews to assess performance and identify growth opportunities, secure product placements, and advance branded and private label programs.
* Own the strategic relationship and business development plan for DOT Foods and IPAP.
* Coordinate Lactalis, redistributor, and broadline supply chain teams to optimize inventory efficiency and drive new item placement.
* Lead the negotiation and management of all customer programs, marketing allowances, and trade spend, ensuring maximum program compliance and positive ROI. Track and report performance against all corporate-level metrics, including fines/fees.
* Facilitate collaborative selling and communication between internal organization (regional sales team and broker network) and the distributor’s sales rep network.
* Develop training and sales enablement programs to educate distributor sales consultants and brokers to prioritize our portfolio of products.
* Work with Field Sales leaders and brokers on trade programs to land new business and drive independent operator penetration nationally.
* Act as the senior point of escalation for complex issues, including supply chain challenges, contractual disputes, and high-level pricing, fines, and fees.
* Provide accurate forecasting insights to ensure forecast accuracy and consistent service levels with Demand Planning.
Metrics & Success Criteria
* Pound volume growth, contribution margin maintenance & improvement over time, and branded market share growth.
* Master internal financial metrics & data visualization tools (e.g., Power BI) to deliver ROI on trade, contract spending, and compliance.
Work Conditions
* Travel required up to 25-35% of the month for customer regional events, national industry events/trade shows, and key account activities.
* Extended hours may be necessary depending on project needs.
* This role is designated as Remote; employees within commuting distance may be expected to work on-site regularly per the Hybrid Work Policy.
* Regular air travel expected due to frequent travel requirements.
* Tools such as computer, phone, or other allowances may be provided.
* Commit to a safe working environment that promotes health and well‑being of all employees.
Requirements
* Bachelor’s degree in Business, Marketing, or a related field (required).
* Minimum of 8+ years of experience in Foodservice Sales or related fields.
* Broker management experience, strong financial acumen, and culinary background are pluses.
* Proven ability to manage a trade budget and strong understanding of Foodservice supply chain procurement mechanics.
* Deep understanding of foodservice distribution logistics, pricing models (DSR, contract pricing), and the structure of broadline distributors and redistributors.
* Demonstrated skills in consultative selling, high‑stakes negotiations, and executive‑level presentations.
* Expertise in managing and growing national distributor accounts; developing long‑term strategies aligning with distributor priorities and company objectives.
* Strong negotiation skills and ability to influence senior stakeholders to secure profitable agreements.
* Focused on achieving planned volume and profit growth with the distributor’s sales force, broker network, and Lactalis Field Sales teams.
* Committed to building trust‑based relationships and delivering value‑added solutions that enhance distributor operations and customer satisfaction.
* Proficient at analyzing reports, deriving insights from data, and translating complex market trends into actionable sales strategies.
Benefits
We offer a comprehensive Total Rewards Program with various affordable benefits and coverage options, including meaningful insurance cost support, generous retirement plan contributions, paid time off from day one, and opportunities for training and development such as education reimbursement.
Equal Employment Opportunity
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. Any division of the Company that is an affirmative action employer will comply with all related legal obligations.
Salary: $90k – $120k annually + bonus
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