Manager, National Accounts

POSITION SUMMARY:

This position has a pivotal role in leading the food packaging national account strategy to achieve growth in volume, profit and market share. The primary focus of this role is developing new business opportunities within the produce processor, bakery processor, grocery, and select convenience store (C-store) markets, with an emphasis on identifying and winning new national accounts. These results will be delivered through “Best in Class” selling strategies, tactics and execution. This position focuses on targeted customer relationships and partnership management, account planning, customer and trend industry knowledge, new product and program development, internal communication, and building a national account portfolio.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

Safety
• While visiting the plants, follows plant safety procedures and guidelines
• Informs supervisor of safety issues; reports any workplace injury or incident immediately

Tasks

• Work with the SVP of Sales and the key terms to create and implement D&W’s next generation of sales     
• Develop specific national account business plans to identify, access, and retain customers
• Develop and execute an aggressive business development strategy focused on winning new national accounts within the produce processor, bakery processor, grocery, and convenience store (C-store) markets.
• Drive new customer acquisition (approximately 80%) while strategically growing and supporting existing customer relationships (approximately 20%).
• Develop relationships with key decision-makers within produce processors, bakery processors, grocery retailers, and select C-store chains to drive long-term business growth.
• Identify and capitalize on new business opportunities while achieving territory growth and annual sales objectives.
• Plan, negotiate and close contracts
• Work with R&D on proprietary product opportunities
• Achieve annual sales, profitability, and pricing objectives.
• Develop innovative sales strategies to capitalize on changing market opportunities.
• Build key customer relationships that create long-term, mutually beneficial business partnerships.
• Generate joint business plans and growth ideas to benefit customers and D&W at many levels including purchasing managers, R&D, franchisee groups and those in upper management
• Effectively communicate customer strategies internally while continuously developing sales capabilities and best practices.
• Leverage best practice technology, tools and sales processes to improve communication, productivity, closure rates, value-based selling, fact-based decision making, tactical pricing models, sales plans by customer and business opportunity analysis
• Collaborate with CS pricing team, forecasting, logistics and marketing to assure customer satisfaction
• Partner with Marketing and R&D to develop, launch, and support new products and customer growth initiatives.
• Monitor competitive market trends, customer needs, and emerging opportunities to strengthen D&W's market position.
• Win and grow customers through a complete solutions selling process that includes clear problem definition, creating unique value proposition, articulating a differentiated, high impact solution and executing to exceed customer requirements
• Support company Food Safety efforts through commitment and compliance to SQF standard practices and policies
• Follow plant quality practices including Good Manufacturing Practices, or GMP’s

QUALIFICATIONS:
• Bachelor’s degree in Business or related field
• 5+ years experience developing and managing a national account territory
• An energizing, logical and decisive leader that instills confidence and is able to quickly gain the respect of their peers and customers
• Excellent negotiating skills
• Good strategic, creative sales and marketing thinker, with a solid track record
• Excellent communication skills both verbal and written and must be a good listener
• Must be willing to travel 50% of the time

More than a job.  Grow, belong, and make a difference. 

At D&W Fine Pack, we don’t just make packaging, we build purpose, pride, and strong teams. Whether you’re launching your career or bringing years of experience, this is a place where you can grow, be supported, and make a real impact. Our culture is built on four core values that guide everything we do: 

• Dedicated to Excellence– We hold ourselves to high standards in safety, sustainability, quality, and service.
• Winning with Success– We keep improving to deliver more for our customers and community.
• Focused on Service– We listen, act fast, and support both our customers and each other.
• People with Purpose– We work as one team, showing respect, integrity, and care for all.

Benefits That Matter 

Taking care of our team is a priority. Our benefits include: 

• Medical, Dental, and Vision coverage
• 401k with company match
• Short and Long-Term Disability (STD/LTD)
• Company-paid Life Insurance
• FSA’s for Medical & Dependent Care
• Employee Assistance Program (EAP) –counseling, financial tools, legal help & more
• Wellness program
• Cancer Expert Now – access to expert consultations for cancer diagnosis and treatment guidance
• And more!

If this sounds like the kind of company and team you want to grow with, we’d love to hear from you.

WORK ENVIRONMENT
While performing the duties of this position, the employee’s work is performed in a remote work environment with 50% of travel. When visiting the plant, employee is expected to be familiar and in compliance with all plant safety and cleanliness (GMP) regulations. Work days are generally Monday through Friday; however, the employee is expected to work additional, including weekend hours as required fulfilling job duties.