Partner Relationship Manager

About the Role: Reporting to the CRO, the Partner Sales Manager is accountable for developing and closing strategic partnership opportunities within the US contract foodservice sector, with primary focus on Compass Group US, Sodexo, Aramark, and similar national operators. The role exists to establish scalable, long-term revenue partnerships by navigating complex, decentralized customer environments and converting regional engagements into national programs. This is a high-impact, revenue-driving role responsible for unlocking and scaling Friendlier’s US growth through strategic partnerships with national foodservice operators. Key Responsibilities Owns partner sales outcomes within the US food services vertical Primary responsibility for Compass Group US; secondary responsibility for other national contract foodservice operators as well as their corresponding purchasing entities (ie. Food Buy, Avendra, etc.) Manages the full partner sales lifecycle from initial engagement through contract execution Works cross-functionally to ensure solutions are operationally viable and commercially scalable Partner Strategy & Sales Execution Develop and execute account strategies for large, decentralized foodservice partners Identify, engage, and influence decision-makers across procurement, operations, sustainability, culinary, and finance Lead long-cycle, consultative sales processes including pilots, evaluations, and contract negotiations Secure regional and national partnership agreements Relationship Management Build and maintain trusted relationships with stakeholders at national and regional levels Serve as the primary commercial point of contact for assigned strategic partners Maintain executive-level engagement to support expansion and renewal Market & Industry Expertise Maintain a strong understanding of the US contract foodservice industry and its operating models Apply industry insights (e.g., sustainability requirements, cost pressures, operational constraints) to partner discussions Monitor competitor activity and relevant market trends Map out the partner’s organizational structure, including the structure of segments and build a strategy for engagement across the organization Cross-Functional Collaboration Partner closely with Operations to validate feasibility and readiness for multi-site deployment Collaborate with Product and Customer Success to support pilots, onboarding, and expansion Work with Marketing to inform industry-specific messaging and enablement materials Pipeline, Forecasting & Reporting Build and manage a qualified pipeline aligned with revenue targets Accurately forecast deal progression and expected revenue Maintain CRM discipline and partner documentation Requirements 5+ years of B2B or partner sales experience Demonstrate success selling into foodservice, hospitality, or other relevant large enterprises Experience navigating large, complex, decentralized organizations Track record of managing long, consultative sales cycles Strategic account planning and execution Executive-level communication and influence Contract negotiation and commercial structuring Cross-functional collaboration High level of ownership, persistence, and follow-through Ability to travel approximately 25% of the time About the Company Friendlier is a leading cleantech venture in Canada dedicated to simplifying the switch from single-use to reusable packaging. With our innovative turnkey reusable packaging solution, we aim to revolutionize the way businesses approach packaging, by making sustainability easy and accessible. Our mission is to drive positive environmental impact while offering convenience and cost savings to our clients. #J-18808-Ljbffr Friendlier Company