National Account Manager C&U

Job Description

Job Purpose

​​As a National Account Manager, you will be responsible for a specified channel. This role is uniquely positioned for an ambitious leader who is craving full ownership and accountability for our products and customers within the assigned Accounts. This is not a traditional sales role. We are searching for a candidate who shows a high level of ownership for their business and is adept at selling solutions and has a proven ability to win new business. We are seeking a candidate who is eager to be a leader, influencer and activator with internal and external key stakeholders from the first day on the job. ​

Essential Functions & Responsibilities

• ​​Serve as a key liaison between Kraft Heinz, the Sales organization, and assigned customers and partners, building strong relationships that drive profitable growth within the Non-Commercial Foodservice segment.
• Develop and lead channel-specific priorities across K-12, College & University (C&U), Business & Industry (B&I), and Healthcare to deliver quarterly and annual growth goals, increase market penetration, and grow market share.
• Manage and develop relationships across GPO/CMC partners, including Foodbuy/Compass, Entegra/Sodexo, Aramark/Avendra, Premier, and Vizient, while identifying opportunities to establish new Non-Commercial partnerships.
• Serve as a subject matter expert within the Non-Commercial segment, using market, customer, insights, and sales data to identify opportunities, analyze performance gaps, target potential customers, and develop data-driven growth strategies.
• Develop, track, analyze, and evaluate customer and channel business plans based on Kraft Heinz priorities, customer strategies, and external market factors to drive total customer profitability.
• Lead Joint Business Planning with strategic and small-to-mid-tier accounts, tailoring programs to customer strategies while aligning with Kraft Heinz business objectives.
• Build and manage a profitable sales pipeline, driving conversion of opportunities and identifying incremental branded opportunities with new and existing customers.
• Grow assigned customer business through achievement of revenue and profitability targets, share gains, new and core item distribution, and effective management of Customer P&L and EBITDA objectives.
• Develop customer selling stories and recommendations using insights, analytics, and market data to support business opportunities and influence customer decisions.
• Develop and track Non-Commercial KPIs and sales metrics, regularly communicating wins, performance gaps, pipeline progress, and areas of opportunity during key sales meetings and business reviews.
• Prepare and present periodic customer business reviews, effectively communicating business performance, opportunities, recommendations, and forward-looking strategies.
• Lead and support contract negotiations, deal creation, customer presentations, and other commercial discussions with internal and external stakeholders.
• Guide trade-spend strategy by channel, evaluate program ROI, and recommend or negotiate adjustments to maximize the effectiveness and profitability of trade investments.
• Partner cross-functionally with Supply Chain, Demand Planning, Legal, Culinary, Marketing, R&D, and other key stakeholders to develop customer programs, new SKUs, sales collateral, and solutions that support execution of business plans.
• Support S&OP and forecasting processes, including demand planning and waste-mitigation efforts.
• Challenge internal and external teams to think creatively, develop new solutions, and capitalize on emerging business opportunities.
• Demonstrate strong financial and analytical acumen, including the ability to build business cases, evaluate ROI, interpret sales performance, and influence P&L outcomes.
• Operate with an entrepreneurial, action-oriented mindset, demonstrating ownership, sound decision-making, perseverance, and the ability to solve complex business problems.
• Demonstrate strong written and verbal communication, presentation, influence, and negotiation skills across both internal and external stakeholders.

Expected Experience & Required Skills

• ​​Bachelor’s degree in business, marketing, sales, or related field preferred. Equivalent combination of education and experience will be considered.
• ​Prior sales experience required with a demonstration of major account management resulting in profitable volume, customer penetration, attainment of new business and growth.
• ​Experience in national accounts sales, restaurant, culinary, and/or distributor industry preferred. Experience within the Education (K-12, Colleges, University) channel preferred.
• ​Command of business acumen and strong business intuition demonstrated by discernment that not every sales opportunity is equal and a track record of securing profitable volume and walking away from less profitable deals.
• ​Strong analytical skills demonstrated by previous experience utilizing systems for tracking and recording sales, effective business planning and data-driven strategy for maintaining current and securing new customers.
• ​Effective communication skills, both verbal and written, demonstrated by effective presentation, influence, and advanced negotiation skills with both internal and external stakeholders.
• ​Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
• ​Must have a valid driver’s license and meet MVR requirements.
• ​Overnight Travel is required, and the amount varies by territory.​

Work Environment & Schedule

This position is considered a Remote based role that can be performed from a home office with expected travel. Additionally, this role requires working a salaried, exempt schedule to best execute against customer and internal expectations.

Our Total Rewards philosophy is to provide a meaningful and flexible spectrum of programs that equitably support our diverse workforce and their families and complement Kraft Heinz’ strategy and values.

New Hire Base Salary Range:

Bonus: This position is eligible for a performance-based bonus as provided by the plan terms and governing documents.

The compensation offered will take into account internal equity and may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors

Benefits: Coverage for employees (and their eligible dependents) through affordable access to healthcare, protection, and saving for the future, we offer plans tailored to meet you and your family’s needs. Coverage for benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.

Wellbeing: We offer events, resources, and learning opportunities that inspire a physical, social, emotional, and financial well-being lifestyle for our employees and their families.

You’ll be able to participate in a variety of benefits and wellbeing programs that may vary by role, country, region, union status, and other employment status factors, for example:

• Physical - Medical, Prescription Drug, Dental, Vision, Screenings/Assessments

• Social - Paid Time Off, Company Holidays, Leave of Absence, Flexible Work Arrangements, Recognition, Training

• Emotional – Employee Assistance Program , Wellbeing Programs, Family Support Programs

• Financial – 401k, Life, Accidental Death & Dismemberment, Disability

Location(s)

Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes. In order to ensure reasonable accommodation for protected individuals, applicants that require accommodation in the job application process may contact NAZTAOps@kraftheinz.com for assistance.