National Account Manager - West Coast


This position has a pivotal role in leading the food service national account strategy to achieve growth in volume, profit and market share. These results will be delivered through ?Best in Class? selling strategies, tactics and execution. This position focuses on targeted customer relationships and partnership management, account planning, customer and trend industry knowledge, new product and program development, internal communication, and building a national account portfolio.?



  • Work with the VP of National Accounts and the key terms to create and implement D&W?s next generation of sales

  • Develop specific national account business plans to identify, access, and retain customers

  • Achieve budget growth in assigned territory

  • Identify key business opportunities on assigned accounts

  • Plan, negotiate and close contracts

  • Work with R&D on proprietary product opportunities

  • Achieve annual sales goals and profit targets

  • Optimize ROI of pricing/trade spend

  • Develop new ideas and strategies to capitalize on an ever changing packaging market

  • Responsible for building key relationships and mutually beneficial business opportunities

  • Generate joint business plans and growth ideas to benefit customers and D&W at many levels including purchasing managers, R&D, franchisee groups and those in upper management

  • Effectively communicate customer needs and strategy to internal functions within D&W

  • Develop new sales capabilities

  • Leverage best practice technology, tools and sales processes to improve communication, productivity, closure rates, value based selling, fact based decision making, tactical pricing models, sales plans by customer and business opportunity analysis

  • Collaborate with CS pricing team, forecasting, logistics and marketing to assure customer satisfaction

  • Work closely with marketing and R&D to develop, schedule and communicate opportunities, promotions, product pricing & positioning, evaluate results and introduce new products

  • Continually monitor competitive activity in the marketplace in the form of sales strategies, product market analyses, quality, promotional activity, new product introductions, competitive pricing and positioning

  • Win and grow customers through a complete solutions selling process that includes clear problem definition, creating unique value proposition, articulating a differentiated, high impact solution and executing to exceed customer requirements


We offer a competitive salary & comprehensive benefit package which includes:

  • Medical

  • Dental

  • Vision

  • Wellness program

  • 401K with company match


  • Company paid Life Insurance

  • FSA (Medical & Dependent care)

  • Employee Assistance Program

  • Plus more!


  • Bachelor?s degree in Business or related field

  • 5+ years experience developing and managing a national account territory in?food packaging market

  • An energizing, logical and decisive leader that instills confidence and is able to quickly gain the respect of their peers and customers

  • Excellent negotiating skills

  • Good strategic, creative sales and marketing thinker, with a solid track record

  • Excellent communication skills both verbal and written and must be a good listener

  • Must be willing to travel 50% of the time

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