Position Overview

The National Sales Account Manager is responsible for selling to national accounts, including Fortune 100 companies, across our cheese, ingredient, and butter product lines. This role is responsible for meeting and/or exceeding monthly, quarterly, and annual volume and profitability targets by managing existing business as well as securing new customers and products. This role serves as the primary conduit between our external customers and internal business partners to educate, provide market information, and resolve critical problems.

Key Accountabilities:

Leverage a consultative selling approach to manage a book of business, hitting volume and profitability targets tied to the companys annual operating plan:

• Work with cross-functional business partners (marketing, procurement, R&D, etc.) to sell Foremost Farms USA value proposition and secure multi-million-dollar deals.
• Document quarterly business plans with Foremost Farms USA management to develop and implement measurable sales plans by setting pricing policies to maximize profitability.
• Execute annual RFPs and pricing negotiations, create proposals for customers aligned with the Foremost Farms USA internal strategy, and deliver margin improvement.

Manage all aspects of assigned national customer accounts:

• Weekly touchpoints and regular face-to-face meetings with existing customers, building, and owning the relationship at all levels of the organization, and periodically including senior level leaders.
• Conduct quarterly customer business reviews reflecting volumes, product mix, service levels, sample spending, product specifications, cost saving initiatives, and pricing.
• Act as a product expert and coordinate with internal partners to address and resolve problems and execute innovative new opportunities.

Source and secure new customers and products to move Foremost Farms up the value-chain and drive growth:

• Present Foremost Farms USAs product portfolio to prospective national account customers for new business opportunities; educate the buyer on advantages and benefits of partnering with the organization, specifically focusing on the value propositions that differentiate us with competitors (product portfolio, sustainability, product quality, co-op owned)
• Work with Finance and Sales Operations on new customer product quotes to maximize profitability and drive margin growth.
• Source new customers to fill product volume and profitability gaps. Establish senior-level relationships with new prospects to acquire new business.

Represent Foremost Farms USA in the industry as an expert on products and policies and as a face of the organization:

• Attend and organize national tradeshows, customer food shows and industry conferences and events to actively position Foremost Farms as a leader in the industry.
• Assist food brokers, distributors, and converters with training to sell specific products and attend joint sales calls, and motivate and coordinate their sales activities to maintain, increase, or initiate sales of specific products.
• Communicate to stakeholders (brokers, customers, etc.) to provide company policy updates, price lists, product specifications, and POS material.

Ensure critical information from the marketplace is brought back to the organization, documented, and shared with internal business partners:

• Use CRM to document key customer meetings and phone conversations related to new sales opportunities, weekly forecasts, and proper contact management.
• Monitor and report on market trends and conditions, competitive products and pricing, sales activities of competitors, existing and new product sales potential, and other related information as appropriate.
• Work with customer service on customer issues and orders, ensuring pricing correctly reflects marketing/rebate programs, brokerage, and freight.
• Provide weekly updates to Sales Operations on product forecasts for each national account customer.

Minimum Qualifications

Preferred Qualifications

Physical Setting

Job Setting: Remote working is acceptable with frequent travel required, 50%+ field time.

BENEFITS:

Because you and your family matter, Foremost Farms offers some of the best benefits in the area! Our comprehensive medical plan includes health, vision, dental, and prescription insurance. You can choose to enroll in a single or family plan with low monthly premiums and low annual deductibles ($250/$500). Other benefits include:

• 401(k) with a generous company contribution (100% match on up to 8% deferral)
• Paid time off, starting at 200 hours (25 days)
• 10 Paid holidays
• Paid parental leave (6 weeks paid at 100%)
• Flexible spending accounts for medical and dependent care (childcare) expenses
• Life and disability insurance
• Employee Assistance Program
• Referral program
• Advancement opportunities!

Dont meet every single requirement? At Foremost Farms we are dedicated to building a diverse and inclusive workplace, so if youre excited about this role but your past experience doesnt align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.