National Account Executive

National Account Executive (Office Refreshment Services)

Overview

COMPANY PROFILE:
Royal Cup, Inc. is the proven leader in sourcing, roasting, blending, and providing high-quality coffees and fine teas since 1896 and is the chosen partner for restaurants, hotels, offices, and commuters across the country. We are a family-owned business rooted in a longstanding tradition of coffee roasting excellence who takes pride in our unparalleled dedication to customer care.

We are a large, privately held national importer, roaster and distributor of coffees, teas and related products that has been in business for more than 120 years. Royal Cup, Inc. currently provides product and service to restaurant, hotels, convenience stores, businesses, and individuals throughout the United States, and we're growing!


At Royal Cup, Inc. having a customer centric focus is not simply a motto; our employees believe we each have a responsibility to provide outstanding service to our customers. Our customer centric focus results in actions we live by that not only retain our current customer base but grow our presence with new, high impact accounts across the country based on exceptional products and service.


We believe serving our customers well, serves us well. We are results oriented and strive to not only retain our current customer base but grow our presence with new, high impact accounts across the country by offering exceptional products and service.


Royal Cup Coffee and Tea strives to be sustainably minded and a good corporate steward in all business endeavors. It is also what others expect of us - our employees, our customers and vendors, our local communities, and the coffee and tea industry we help represent. This mindset permeates the actions we take today, tomorrow, and today for tomorrow.


BENEFITS:
Royal Cup Coffee offers a competitive compensation plan and a comprehensive benefits program. On top of being a part of a well-caffeinated team, the benefits program includes healthcare, dental, vision, 401(k), company-paid life and disability insurance, Flexible Spending Account plan, select tuition reimbursement, paid parental leave, paid holidays, and vacation time. Ongoing training designed to provide maximum success for our employees is offered.

Royal Cup is committed to a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please contact us at View phone number on click.appcast.io.

SUMMARY:

The National Account Executive (NAE) reports to the Director of National Accounts and is a key member of the Office Refreshment Services (ORS) sales team. This role is primarily responsible for hunting for new business - identifying prospects, qualifying leads, and closing new strategic national accounts - and managing an assigned national book of business. The NAE is expected to establish strong collaborative relationships with cross-functional teams within the company and provide strategic leadership that will fuel profitable growth while aligning with the annual sales operating plans. The NAE role is remote, preferably in the eastern geography of the United States.


SUPERVISORY RESPONSIBILITIES:

• None.

KEY RESPONSIBILITIES:

• Provide sales leadership to the Office Refreshment team by executing and implementing National Account contracts.
• Identify and cultivate key targets to maintain an active pipeline of prospective corporate clients.
• Create attack plan for business development at a national level across multiple industries; includes driving and managing the entire sales process and regularly update on progress against attack plans.
• Leverage current customer base and personal network to identify new sales opportunities.
• Meet or exceed Royal Cup's annual business targets, encompassing top-line revenue, bottom-line profitability through margin management, customer receivables, and trade spend efficiency (ROI).
• Utilize comprehensive market knowledge (e.g., industry trends, consumer insights, customer, and competitive activity) to pinpoint key business issues and growth opportunities with large national customers.
• Manage the sales funnel; CRM reporting on customer account performance, needs and risks
• Visit current customers to enhance relationships with decision-makers and present new products.
• Client retention and relationship building within assigned book of business portfolio.
• Analyze price margins within client portfolio and develop strategic plan to maximize profitability.
• Work closely with clients and internal cross-functional teams to negotiate and execute on contract renewals and extensions.
• Work closely with ORS team members on sales targets, RFPs, strategic projects, presentations, development of sales tools, national roll outs, etc.
• Embrace our competitive and collaborative team culture by maintaining an "If one wins, we ALL win" attitude.
• Communicate and collaborate effectively with all cross functional team members to achieve alignment, profitable growth, and targeted financial results.
• Understand, adopt, and operate under the Royal Cup Standards every day.
• All other duties as assigned

MINIMUM QUALIFICATIONS:

• Bachelor's degree in business administration or another similar discipline.
• Minimum of 5 years of experience in a related sales role. (Equivalent combination of education and industry experience will be considered)
• Positive, team-oriented attitude with a solution focused and client centric mentality.
• Proven negotiation skills with a track record of crafting collaborative business plans for mutually beneficial outcomes.
• Strong focus on building client rapport and maintaining lasting relationships with clients.
• Results-oriented with drive, energy, and a strong bias for action.
• Proficient in MS Windows and Office, including Outlook, Word, Excel, PowerPoint and able to learn and apply company technology software and programs.
• Ability to travel as required and periodically requiring an overnight stay to attend meetings, training, conferences, and other work-related events.

PREFERRED QUALIFICATIONS:

• Prior food and beverage sales experience.
• SAP/C4C user experience.

PHYSICAL REQUIREMENTS:

• Prolonged periods of sitting at a desk and working on a computer.
• Some physical requirements may include:
  • Frequent sitting, standing, walking, reaching, typing, reading, talking, and hearing.
  • The ability to lift up to 15 pounds, on occasion, with or without assistance.
• The ability to successfully complete the pre-employment process.