National Account Manager, Foodservice

Overview

Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit. At Dole, our culture is uniquely driven by core Values. Our commitment to these Values transforms our work into a meaningful journey toward a brighter future together. Here, you'll be part of a respectful, inclusive culture that deeply values our colleagues, customers, and global communities. We strive for excellence, empowering each other to confidently overcome challenges, continuously learn, and achieve world-class results. Guided by unwavering integrity, our actions consistently reflect our commitment to always doing what's right, fostering lasting trust and strong relationships. Through a spirit of collaboration, we cultivate positivity, generosity, and genuine teamwork, enabling collective success toward our One Dole Purpose. Our innovative spirit leads directly to meaningful outcomes and business success. The National Account Manager, Foodservice will drive profitable growth and strengthen business relationships with assigned National Account customers by developing and executing strategic sales plans, identifying new business opportunities, and ensuring the effective management of account operations. This role is based remotely in any of the following eligible locations, with the preferred location being in the Central or Northeastern United States: AR, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, PA, RI, TX, WI.

Responsibilities

• Lead development of assigned National Account customer business, taking ownership of account-specific strategies to drive profitable growth
• Own creation and execution of National Account customer-specific annual sales plans, including forecasted volume growth, product distribution, innovation penetration goals, marketing activation strategy, and customer business review presentations (existing & new)
• Use market and product knowledge to source and develop incremental business through prospecting, leads, and referrals
• Cultivate and maintain effective business relationships with decision makers in assigned National Accounts
• Pursue identified business prospects, leading the planning and sales process for new business opportunities. This role has a substantial emphasis on new business development.
• Oversee execution of existing contracts, including renewal and expansion of existing customer relationships
• Leverage restaurant research insights and trends and collaborate with Category Marketing, Sales Strategy, Innovation, and RGM to provide compelling solutions based on Dole’s business strengths
• Maintain a thorough working knowledge of all Dole portfolio, and a deep understanding of the competition (e.g., markets, products, pricing, culinary and technical facets)
• Own coordination and management of account operations support, including reconciliation of rebates, allowances, deductions and receivables for assigned National Accounts, as well as awareness and support of Customer Service for order fulfillment when necessary
• Other duties as assigned

Qualifications

Experience, Knowledge, & Skills You Bring:

• 7-10 years foodservice sales experience
• Knowledge of the Foodservice business from the ground up, with a thorough understanding of National Accounts segment
• Has well-established contacts within National account Foodservice industry
• Technical and analytical skills for evaluating market segments; familiarity with menu tracking and research reports preferred
• Intermediate to advanced level computer skills (Excel & PowerPoint)
• Interpersonal selling skills and negotiation expertise are essential; ability to penetrate to operator Marketing and Culinary teams as well as distributor and broker culinary teams is preferred
• Strategic thinking (negotiating skills, initiate opportunities; solutions partner)
• Ability to manage multiple accounts, while cultivating large volume opportunities

What You’ll Need to Succeed:

• Passionate about a purpose driven career
• Committed to fostering inclusive environments that support employee development and well-being
• Sets clear expectations, encourages innovation, and drives continuous improvement
• Models and coaches towards transparency and integrity in decision-making
• Effectively facilitates cross-team communication and teamwork

Education & Certification:

• Bachelor's degree required
• Culinary training preferred

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead.

Travel Requirements:

• 25-50% travel required

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability. Hiring Range: National Markets: $140,000 to $165,000 Premium Markets: $150,000 to $175,000 Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate. Apply tot his job Apply To this Job