Key Account Manager role at ELPATO, building strategic relationships in the healthcare sector. Focused on account management and business development in a hybrid work environment.
About the role
- National Account Manager driving sales growth, brand expansion, and customer development in the Away from Home (AFH) business. Collaborating with multiple teams to manage key accounts in foodservice channels.
Responsibilities
- Own end-to-end new business development for National Foodservice operators, from prospecting and targeting through close and execution, with a primary focus on Top 50 Technomic national restaurant brands.
- Build and actively manage a national new-business pipeline, driving disciplined funnel management, conversion, and velocity.
- Secure new branded wins by expanding operator portfolios through menu innovation, branded partnerships, and differentiated value propositions.
- Lead the development and execution of Joint Business Plans (JBPs) with priority operators, aligning growth targets, innovation roadmaps, and commercialization plans.
- Orchestrate cross-functional teams (Marketing, Culinary, R&D, Supply Chain, Finance) to co-create operator-specific solutions that unlock incremental new business and accelerate close.
- Set and manage annual growth plans for assigned national accounts, including sales targets, national programs, and activation priorities.
- Serve as the primary owner of the customer relationship, leading senior stakeholder engagement, communication, and joint planning.
- Drive business planning process with national account partnerships.
Requirements
- 7+ years of progressive Foodservice/AFH sales experience with nationally branded food products.
- Proven success in national operator account management with Technomic 50 operators and new business development.
- Proven success in leading national branded marketing campaigns and activations with Technomic 50 operators.
- Experience in broker leadership, including strategy, programming, and performance accountability.
- Strong experience managing manufacturing or strategic supply partnerships (co-innovation, commercialization, joint planning).
- Track record of delivering NCS, profit, and trade ROI targets in complex, matrixed organizations.
- Culinary engagement experience — leading tastings, menu ideation, or customer innovation sessions.
- Experience with CRM, Power BI, TPM, and industry tools (Technomic, Datassential).
Benefits
- Robust health plans
- Market-leading 401(k) program with company match
- Flexible time off benefits
- Inclusive fertility/adoption benefits
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