Farmer Brothers Company

  • National Account Manager

    Job ID
  • Overview

    The National Account Manager is responsible for managing, developing and maintaining business relationships with existing and potential national clients to meet sales objectives. Responsible for developing and assisting in the implementation of strategies to grow the organizations business; assists in the execution of contracts. Responsible for collaborating with the National Account Sales Managers in the execution of customer specific initiatives, RFP processes, presentation development and execution with field personnel, customer and company communication, and general customer management.


    • Develops and implements national sales strategies for increasing sales and profits through national customers.
    • Identify and recommend tools for the sales organization that will drive sustainable growth.
    • Work in collaboration with the National Account Sales Manager to ensure that customer initiatives are being executed in the field.
    • Assist field personnel in preparing and presenting RFP's and presentations for mid‐sized franchisees or GPO members.
    • Represent the company to customers, vendors, suppliers, and other business entities.
    • Develop and present sales presentation tools to support and grow sales.
    • Participates in sales initiatives where applicable by gathering and communicating pertinent information for assigned accounts to the sales organization.
    • Provide Analysis and trend information to support field and customers.
    • Provides support and guidance for field sales inquiries.
    • Compiles and coordinates customer specific sales materials.
    • Ensure RFP's and contracts are complete and accurate.
    • Maintain and update customer contract database (pricing, terms. rebates, start and end dates).
    • Work directly with the National Account Sales Manager and SSS to compile reports as needed.
    • Ability to create and analyze reporting as needed for sales initiatives.
    • Provide analysis and summary to sales leadership.
    • Participation in sales planning projects as requested. 
    • Responsible for troubleshooting field related concerns. 
    • Maintain and update field information regarding customers.
    • May perform other duties as assigned.


    • Bachelor's degree in related field or equivalent work experience required.
    • 7+ years of experience with Sales, Business Development and/Account Management for National Customers. 
    • 5 years of experience with Food & Beverage, Foodservice, or DSD preferred. 
    • Industry experience with respect to product, channels and customers. 
    • Willing and able to travel up to 25% within the assigned geographic area.
    • Well-developed interpersonal, communication and leadership skills. 
    • Fully supports and stands behind company annual operating plans. 
    • Presents ideas effectively to individuals or groups. 
    • Displays positive attitude toward new thinking and new ideas. 
    • Monitors costs and profits. 
    • Manages problems effectively and takes actions to prevent the same problem from recurring. 
    • Translates strategies for change into specific goals, objectives and responsibilities. 
    • Influences others to align their performance to the vision and move towards the desired state. 
    • Strong written and verbal communication skills. 
    • Excellent organization and time-management skills. 
    • Decision Making. 
    • Analysis.
    • Visionary Leadership.
    • Innovation, Creativity, Entrepreneurship. 
    • Strategic and Conceptual Thinking. 


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