National Sales Manager (Corp Accounts - Distribution)
Job Type: Full-time
Job Overview
As the national‑scope manager for key foodservice accounts—US Foods, Restaurant Depot, Gordon Food Service, Shamrock Foods and Ben E. Keith—responsible for maximizing revenue, profitability and distribution effectiveness for Lactalis American Group Culinary Division.
Key Responsibilities
* Serve as the primary headquarters contact for senior leadership at US Foods, Restaurant Depot, GFS, Shamrock and Ben E. Keith.
* Develop and implement long‑term Joint Business Plans (JBPs) with quarterly reviews to share results and identify growth opportunities, including securing product slots and leading brand and private‑label programs.
* Lead Lactalis Culinary’s timely submission of RFPs for covered accounts.
* Collaborate with redistribution and non‑commercial leadership.
* Negotiate and manage distributor programs, marketing allowances, and trade spend, ensuring compliance and ROI.
* Track and report performance against corporate metrics, including fines/fees.
* Facilitate communication between internal teams and distributor corporate and regional sales teams, as well as the Broker sales force.
* Develop training and sales enablement programs for distributor sales consultants and Brokers.
* Work with Field Sales leaders and Brokers on trade programs to grow independent operator penetration.
* Act as the senior escalation point for complex issues (supply chain, contractual disputes, pricing, fines, etc.).
* Provide accurate forecasting insights to support demand planning and maintain service levels.
Metrics & Success Criteria
* Pound volume growth, contribution margin maintenance and branded market‑share growth.
* Master internal financial metrics and data visualization tools (e.g., Power BI) to deliver ROI on trade, contract spend and compliance.
Work Conditions
* Travel up to 25 – 35 % monthly for customer events, trade shows and key accounts.
* Extended hours may be required based on project needs.
* This role is designated as Remote, with expectations for on‑site work if located within commuting distance of a Lactalis USA office.
* Travel for business is required; candidates must support regular air travel.
* Tools (computer, phone) may be provided.
* Commitment to a safe workplace promoting health and well‑being.
Requirements
* Bachelor’s degree in Business, Marketing or related field.
* Minimum 8 + years of experience in foodservice sales or related fields.
* Broker management, strong financial acumen and culinary background are pluses.
* Proven ability to manage a trade budget and understand foodservice supply chain procurement mechanics.
* Deep understanding of distribution logistics, pricing models (DSR, contract pricing) and the structure of broad‑line distributors.
* Skill in consultative selling, high‑stakes negotiations and executive presentations.
* Experience managing and growing national distributor accounts with long‑term strategies aligned to distributor priorities.
* Strong negotiation and stakeholder influence skills.
* Focused on volume and profit growth, leveraging distributor sales force, broker network and field teams.
* Dedicated to building trust‑based relationships and delivering value‑added solutions.
* Proficient in data analysis, extracting insights and translating market trends into strategies.
Salary
$90k – $120k annually + bonus.
EEO Statement
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.
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