National Account Manager - Hilton & IHG
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AI Summary
Summary
The National Account Manager (NAM), Hilton and IHG Enterprise owns the Hilton and InterContinental Hotels Group (IHG) enterprise relationships for La Colombe. The role covers corporate procurement at both companies, premium brand Food & Beverage (F&B) leadership across the upper-upscale and luxury portfolios, regional Food & Beverage directors, and the relevant Group Purchasing Organization (GPO) approval workstreams. The NAM is responsible for driving distribution, programming, and partnership growth across the premium Hilton and IHG property footprints.
Responsibilities
Account Ownership — Hilton and IHG
- Own the corporate procurement and senior Food & Beverage relationships at Hilton and InterContinental Hotels Group (IHG).
- Cover Hilton premium brand leadership across the upper-upscale and luxury portfolio.
- Cover IHG premium brand leadership across the upper-upscale and luxury portfolio.
- Maintain dedicated relationships with regional Food & Beverage directors at both companies.
- Drive Group Purchasing Organization (GPO) approval and pull-through pathways where applicable.
Strategic Planning and Programming
- Develop and execute a named-account business plan covering distribution growth, account programming, and trade investment.
- Drive product placement, beverage program penetration, and menu integration across assigned customer brands.
- Build customized Joint Business Plans (JBPs) that solve customer-specific business objectives and deliver mutual value.
- Manage Request for Proposal (RFP) cycles, Group Purchasing Organization (GPO) approval pathways, and contract renewals — including per-serving cost modeling and competitive positioning.
Relationship Management
- Build mutually beneficial relationships with key decision makers and stakeholders at corporate, brand, regional, and property levels.
- Negotiate contracts to drive execution and programming while maintaining appropriate trade spend levels.
- Customize presentations using business insights to address customer needs and earn execution and programming wins.
- Conduct business reviews and hold partners accountable to delivery against agreed execution and programs.
- Participate in relevant trade shows and industry conferences.
Cross-Functional Partnership
- Partner with field sales counterparts on property-level execution at top sites in the book.
- Coordinate with service operations on equipment standards, installation pipelines, and preventive maintenance cadence.
- Partner with channel marketing on co-op programs, customer-facing collateral, and brand activation.
- Coordinate with product and delivery system teams on on-tap product deployments where applicable.
Reporting and Pipeline Discipline
- Maintain Customer Relationship Management (CRM) records daily after every meaningful customer interaction.
- Deliver consistent pipeline updates and forecasts to the Sr. Director, Hospitality.
- Contribute to Quarterly Business Review (QBR) and annual planning cycles with account-level revenue, margin, and program scorecards.
Requirements
Experience Needed:
- 7+ years of Consumer Packaged Goods (CPG) Away From Home (AFH) sales experience, with significant time managing hotel, premium restaurant, or chain accounts at the national level.
- Proven track record managing multi-level chain buyer organizations — corporate procurement, brand Food & Beverage (F&B) leadership, regional operations, and Group Purchasing Organization (GPO) relationships.
- Direct experience with chain Request for Proposal (RFP) cycles, contract negotiation, and per-serving cost modeling.
- Strong familiarity with the GPO landscape preferred.
- Self-motivated, entrepreneurial mindset; able to work independently in a remote environment.
- Strong analytical, presentation, and negotiation skills.
- Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required.
- Prior experience selling into Hilton, InterContinental Hotels Group (IHG), or Marriott premium brand enterprise strongly preferred.
- Familiarity with major Group Purchasing Organization (GPO) platforms a plus.
Education:
- Bachelor's degree required; advanced degree a plus.
Travel:
- 30-50% — primarily to customer headquarters and leading premium properties.
About Us
Chobani is a food maker with a mission of making high-quality and nutritious food accessible to more people, while elevating our communities and making the world a healthier place. In short: making good food for all. In support of this mission, Chobani is a purpose-driven, people-first, food-and-wellness-focused company, and has been since its founding in 2005 by Hamdi Ulukaya, an immigrant to the U.S. The Company manufactures yogurt, oat milk, and creamers – Chobani yogurt is America's No.1 yogurt brand, made with natural ingredients without artificial preservatives. Following the 2023 acquisition of La Colombe, a leading coffee roaster with a shared commitment to quality, craftmanship and impact, the Company began selling cold-pressed espresso and lattes on tap at cafés nationwide, as well as Ready to Drink (RTD) coffee beverages at retail. In 2025, Chobani acquired Daily Harvest, a modern brand offering consumers nutritious, delicious and convenient ready-to-make meals.
Chobani uses food as a force for good in the world – putting humanity first in everything it does. The company's philanthropic efforts prioritize giving back to its communities and beyond. Chobani manufactures its products in New York, Idaho, Michigan and Australia, and its products are available throughout North America and distributed in Australia and other select markets.
For more information, please visit www.chobani.com or follow us on Facebook, Twitter, Instagram and LinkedIn.
Chobani is an equal opportunity employer. Chobani will not discriminate against any applicant for employment on any basis including, but not limited to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, military and/or veteran status, marital status, predisposing genetic characteristics and genetic information, or any other classification protected by federal, state, and local laws.
The salary range for this full-time position is $95,000.00 - $150,700.00, + bonus + equity + benefits. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Chobani provides a comprehensive benefits package, including medical, dental, vision coverage, disability insurance, health savings account, flexible spending accounts, and tuition reimbursement. To help save for the future, all employees are eligible for a 401k match of 100% on up to 5% of eligible pay. To support growing families, we provide fertility and childcare assistance, and 12 weeks of parental leave at full pay after six months of continuous employment. In addition, we provide wellness resources which include an employee assistance program, fitness discounts, a wellness reimbursement, on-site gym access (certain locations) and a monthly wellness newsletter to connect you with resources and timely information. We offer various types of paid time of including: 120 hours of paid time off, 11 holidays, and paid volunteer time off.
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