Director of National Accounts

Location: Must reside near a major metro airport in the U.S. or Canada
Travel: 40–70%

Role Overview

The Director of National Accounts, will lead and manage a team of National Account Managers to expand Foodservice (FS) National Accounts across growth channels including C-Stores, Assemblers, and QSR/FSRs in Canada. As a key member of the National Accounts Leadership Team, this role partners cross-functionally with Sales, Marketing, Insights, R&D, Finance, and Supply Chain to refine and execute strategies that drive top-line revenue, profitability, and long-term customer growth.

This leader will focus on strengthening customer partnerships, driving branded and custom product innovation, and developing a high-performing team capable of achieving ambitious business and career goals.

Key Responsibilities

Lead, coach, and develop a team of National Account Managers to achieve sales, profit, and growth objectives.

Develop and execute customer strategies that strengthen partnerships and deliver revenue/volume and profit KPIs.

Partner with Marketing, Insights, R&D, Finance, and S&OP to launch new custom products and increase velocities of existing SKUs.

Work closely with Pricing, Finance, and Category Marketing to analyze product/customer margins and expand profitability.

Negotiate new and renewal contracts with customers to maximize value while aligning with company objectives.

Represent Growth Channels and Canada alongside the VP of National Accounts, surfacing key insights, challenges, and opportunities.

Own the annual budget process for National Accounts Growth Channels.

Ensure sales pipeline opportunities are captured, tracked, and communicated effectively across the organization.

Deliver impactful sales and marketing presentations, supported by data and customer insights.

Attend trade shows, customer meetings, and industry events as needed.

Complete all required reporting, documentation, and administrative tasks accurately and on time.

Minimum Requirements

Education & Experience

Bachelor’s degree.

10+ years of progressive experience in National Account management or related field.

Proven track record of winning and growing large strategic accounts, including securing $10M+ in new business.

Experience managing C-Store accounts required.

Familiarity with Canadian National Accounts/Away from Home markets and customers strongly preferred.

Experience commercializing custom food products with National FS Accounts.

Skills & Abilities

Strong leadership skills with the ability to hire, train, and develop high-performing teams.

Ability to build strong cross-functional relationships across Marketing, RGM, Purchasing, Innovation/R&D, Customer Service, and QA.

Excellent negotiation, presentation, and communication skills.

Proficient in Microsoft Office (Word, Excel, PowerPoint) and CRM/pipeline management tools.

Strong ability to manage multiple projects with competing deadlines while maintaining strategic focus.

Must be able to influence and engage with stakeholders from entry-level associates to executives.

Supervisory Responsibilities

Directly manage two or more National Account Managers.

Provide clear direction, coaching, and performance management.

Make key decisions on hiring, training, disciplinary actions, and career development.

Ensure best-in-class execution and functional excellence across the team.