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.