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National Account Manager - ORS
Position Title: National Account Manager - ORS
Reports To: Director, National Accounts - ORS
Reports To: Director, National Accounts - ORS
Location: Houston, TX
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:
- Bachelor's 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
COMPANY PROFILE:
Royal Cup, Inc. is the proven leader in sourcing, roasting, blending, and distributing 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 that 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 have been in business for more than 130 years. Royal Cup, Inc. currently provides products, equipment, and service to restaurants, hotels, convenience stores, businesses, and individuals throughout the United States, and we are 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 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, remote work opportunities, paid holidays, and vacation time. We also provide ongoing training that is designed to provide maximum success for our employees.
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 1-800-366-5836.
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