National Account Manager - ORS

Position: National Account Manager - ORS

Location:

Houston, TX

Job ID:

845

# of Openings:

1

Reports To:

Director, National Accounts - ORS

This is a direct-hire position. Unsolicited resumes or candidate referrals from third-party recruiting agencies will not be accepted.

Position Summary
The National Account Manager – ORS reports to the Director, National Accounts ORS and plays a pivotal role within the Office Refreshment Solutions Sales Division. This role focuses on managing a large portfolio of the National ORS Team’s top 20 accounts, acting as both a hunter and farmer to drive new business development while retaining and expanding existing relationships. The National Account Manager – ORS manages the full sales cycle, develops strategic account plans, and achieves sales targets by identifying, pursuing, and closing new business opportunities while ensuring exceptional customer satisfaction and long-term partnership growth.

Supervisory Responsibilities
None.

Key Responsibilities

Develop and execute a comprehensive business development and account management strategy for national accounts within the Office Refeshment Solutions (ORS)

Identify and cultivate key targets to maintain a steady pipeline of new business opportunities within the office refreshment solutions channel

Drive new business growth through targeted prospecting, leveraging existing customer relationships and professional networks to identify opportunities

Execute sales strategy for ORS accounts to achieve plans and enhance overall penetration within the assigned account base

Deliver or surpass annual business targets, encompassing top-line revenue, bottom-line profitability, share growth, cost management, forecasting accuracy, customer receivables, and trade spending efficiency (ROI)

Expand existing accounts by implementing strategic growth plans and securing new location openings

Manage the full sales cycle—from prospecting through proposal, negotiation, and closing—while regularly updating leadership on progress against growth plans

Coordinate internally to deliver best-in-class National Account request for proposal (RFP) submissions

Oversee customer rollouts, installations, and marketing or merchandising initiatives in collaboration with cross‑functional departments

Partner with regional sales teammates to strengthen relationships across existing national accounts and identify cross‑sell and up‑sell opportunities

Conduct regular customer visits to build relationships with decision‑makers, present new products, and identify shared growth opportunities

Utilize comprehensive market knowledge (e.g., industry trends, consumer insights, customer and competitive activity) to pinpoint key business issues and growth opportunities within the office refreshment solutions channel

Monitor and analyze account performance metrics, including revenue, gross profit, cost, churn, and activity levels; ensure CRM data integrity and accurate reporting

Provide customer feedback and competitive insights to inform company strategy and improve service delivery

Engage with other NAMs to exchange best practices across the sales organization

All other duties as assigned

Minimum Qualifications

Minimum of a High School Diploma or equivalent (for example, a GED)

5+ years of relevant experience in a similar field, preferably within the office refreshment solutions sector or food & beverage industry

Demonstrated success in managing large national or regional accounts to drive sales growth, preferably in office refreshment solutions sector

Solid experience in opportunity qualification, pre‑visit planning, sales presentations, account development, and time and territory management

Excellent communication skills, both written and verbal

Ability to think strategically with a focus on day‑to‑day execution as well as long‑range future planning

Proficient in fact‑based selling, utilizing data, analytics, and joint business planning

Proven negotiation skills with a track record of crafting collaborative business plans for mutually beneficial outcomes

Customer‑centric approach with established relationships at all levels of convenience store or national account organizations

Must be proficient in MS Office and have basic IT skills

A proven leader and capability‑builder who is also detail‑oriented and hands‑on

Results‑oriented with drive, energy, and a strong bias for action

Willingness and ability to travel across multiple markets as business needs require, often requiring overnight stays to attend meetings, trade shows, training, and other work‑related events

Must have and maintain a valid driver’s license and personal automobile insurance as required by state law. Proof of both may be required at time of hire and periodically thereafter

Ability to successfully pass the pre‑employment process. (Please note: Due to vehicular travel requirements, this position is considered safety sensitive; therefore, candidates are required to successfully pass a drug test prior to employment, as well as a pre‑employment background check and motor vehicle records check)

Preferred Qualifications

Bachelors degree in business administration or another related field, or combined education and equivalent sales experience

Prior sales experience in the office refreshment solutions channel

Prior experience in the coffee or beverage category

Prior experience with C4C or other similar Customer Relationship Manager (CRM) tools

Physical Requirements

Prolonged periods of sitting at a desk and working on a computer

Frequent sitting, standing, walking, reaching, typing, reading, talking, and hearing

The ability to lift up to 15 pounds with or without assistance

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, remote work opportunities, paid holidays, and vacation time. We also provide ongoing training that is designed to provide maximum success for our employees.

Equal Employment Opportunity
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 another 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.

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