National Account Manager - Commercial

Position Overview

The National Account Manager for Commercial reports directly to the VP of Commercial Sales and is a crucial member of the Food Service sales division. This role primarily focuses on contract manufacturing, including custom and private label solutions, catering to both Foodservice and non-Foodservice clients. Key customers include large Commercial Foodservice chains ranked within the top 250 and leading convenience store chains in the top 100. The position is responsible for both acquiring new clients and maintaining existing accounts to drive growth and meet sales objectives.

Key Responsibilities

• Identify and develop key potential clients to keep a consistent flow of new business opportunities.
• Implement and execute the sales strategy for commercial accounts to meet business goals and boost account penetration.
• Help set the goals, priorities, and objectives for the commercial portfolio of accounts.
• Achieve or exceed annual business targets including revenue, profitability, market share growth, cost control, accurate forecasting, customer receivables management, and optimizing trade spend effectiveness (ROI).
• Collaborate cross-functionally to deliver superior National Account proposal responses.
• Leverage extensive market intelligence—including industry trends, customer insights, and competitive activity—to identify business challenges and growth prospects with major national customers.
• Engage with other commercial National Account Managers to share and learn best practices from the sales perspective.
• Perform any additional duties as assigned.

Qualifications

• Possess at least a College Degree or Diploma.
• Have more than 5 years of pertinent experience in a comparable role.
• Demonstrate strong skills in opportunity qualification, sales planning, delivering presentations, account development, and effective management of time and territories.
• Proficient in Microsoft Office and possess basic information technology skills.
• Proven track record managing commercial National Accounts to stimulate sales growth, ideally within the food or beverage industry.
• Strong knowledge in marketing customer brands and private label products.
• Customer-focused with well-established relationships at all levels of major National Accounts.
• Effective negotiation skills and history of developing cooperative business plans that benefit all parties.
• Skilled in data-driven selling using analytics and joint business planning.
• Leadership qualities with an ability to build capabilities, attention to detail, and a hands-on approach.
• Result-driven with high energy and strong initiative.
• Willingness to travel as necessary including overnight trips for meetings, trade shows, training, and other events.
• Must successfully pass the pre-employment process.

Preferred Qualifications

• Bachelor’s degree in Sales, Marketing, Business Administration, or a related field or equivalent combined education and sales experience.
• Experience in the coffee sector is a plus.

Physical Demands

• Extended periods sitting at a desk and working with a computer.
• Frequent use of sitting, standing, walking, reaching, typing, reading, speaking, and hearing.
• Ability to lift up to 15 pounds, with or without assistance.

About Royal Cup, Inc.

Royal Cup, Inc. proudly leads as a trusted name in sourcing, roasting, blending, and distribution of premium coffees and fine teas since 1896. As a family-owned company grounded in long-standing roasting expertise, it continuously delivers exceptional customer service to restaurants, hotels, offices, and commuters nationwide. The company manages a comprehensive product and service offering to a diverse client base across the United States and is in an expansion phase.

Our organization is deeply customer-focused, emphasizing superior service to maintain and grow our client portfolio by offering outstanding products and services. Committed to sustainability and corporate responsibility, we uphold values that earn trust from employees, customers, communities, and partners.

Benefits

We offer competitive pay and an extensive benefits package, including healthcare, dental and vision plans, 401(k) retirement options, company-covered life and disability insurance, Flexible Spending Account plans, selected tuition reimbursement, paid parental leave, opportunities for remote work, paid holidays, and vacation days. Ongoing training ensures employees are fully supported for success.

Equal Opportunity and Inclusion

Royal Cup enforces a diverse and inclusive work environment, providing equal employment opportunities regardless of race, origin, gender, identity, orientation, veteran status, disability, age, or other protected classifications. Accommodations are available upon request for individuals with disabilities.

Compensation Transparency

Compensation varies depending on location, role, skills, education, and experience. For the Chicago, IL location, the annual salary range is $125,000 to $165,000.