National Account Manager - Business Development, Commercial

Royal Cup, Inc. is a coffee and tea sourcing, roasting, blending, and distribution company serving foodservice and commercial customers. The National Account Manager – Business Development is responsible for winning new national Commercial Foodservice chain business, managing the full sales cycle, and growing strategic customer accounts. The role also leads RFP responses, develops joint business plans, oversees customer launches, and delivers revenue and profitability targets.

Responsibilities:

• Build and execute a business development plan to win new Commercial Foodservice chains
• Identify, qualify, and prioritize targets to maintain a strong, steadily advancing pipeline
• Manage the full sales cycle, from prospecting and pre-visit planning through proposal, negotiation, and close
• Lead National Account request for proposal (RFP) responses, coordinating cross-functional teams to deliver best-in-class submissions
• Use market knowledge (industry trends, consumer insights, customer, and competitive activity) to identify growth opportunities and build compelling, fact-based proposals
• Be in market regularly, building relationships with decision-makers at target and customer accounts, and represent Royal Cup at industry events and trade shows
• Own a select group of established, strategic national accounts, ensuring retention, service excellence, and profitable growth
• Develop joint business plans with key customers and identify cross-sell and upsell opportunities
• Oversee customer launches and rollouts in partnership with cross-functional teams
• Deliver or exceed annual targets for top-line revenue, bottom-line profitability, forecasting accuracy, customer receivables, and trade spend efficiency (ROI)
• Monitor account performance, including revenue, gross profit, cost, and activity levels, and maintain accurate CRM data and reporting
• Partner with fellow National Account Managers to share best practices and coordinate on shared opportunities
• All other duties as assigned

Requirements:

• Minimum of a College Degree/Diploma
• 5+ years of B2B sales experience, including a proven record of winning new national or regional chain accounts
• Solid experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management
• Proven negotiation skills, with a track record of building collaborative business plans for mutually beneficial outcomes
• Proficient in fact-based selling, using data, analytics, and joint business planning
• Strong understanding of commercializing customer brands and/or private label products
• Self-motivated and results-oriented, with drive, energy, and a strong bias for action; detail-oriented and hands-on
• Proficient in MS Office, with basic IT skills
• A valid driver's license and personal auto insurance as required by state law
• preferably in the food and beverage sector
• Bachelor's degree in Sales, Marketing, Business Administration, or a related field, or equivalent combined education and sales experience
• Prior experience in the coffee category
• Established relationships with decision-makers at Foodservice chains
• Experience with C4C or a similar CRM platform