Role Description We are seeking a highly strategic Corporate Account Manager to lead and grow key Non-Commercial Foodservice partnerships. In this high-impact role, you will own enterprise-level customer relationships, lead complex contract negotiations, and drive long-term, profitable growth across Pizza and Asian categories. As the primary point of contact for assigned national accounts, you will: - Own and grow strategic accounts: - Serve as the senior relationship owner for assigned Non-Commercial Corporate Accounts, representing all Schwan’s business interests at the headquarters level. - Lead complex negotiations: - Drive multi-year contract negotiations, partnering cross-functionally (Sales, Marketing, Trade) to align strategy, optimize terms, and deliver mutual value. - Deliver revenue and growth targets: - Manage a $25M–$60M+ portfolio, accountable for contracted revenue growth, category expansion, innovation launches, and mix optimization. - Shape customer strategy: - Translate customer priorities, market dynamics, and data insights into actionable growth plans that strengthen long-term partnerships. - Expand distribution & influence: - Enable broadline distribution through HQ contract execution, menu placements, and strategic engagement with GPOs and field sales teams. - Drive enterprise collaboration: - Partner with Distribution CAMs, Broadline Zone Managers, and cross-functional teams to maximize contract utilization and accelerate program activation. - Leverage data to lead decisions: - Utilize internal and customer data to identify opportunities, track performance, and deliver actionable insights to leadership. - Support field execution: - Champion “team selling” initiatives, provide field coaching, and serve as a critical liaison between corporate strategy and in-market execution. - Represent Schwan’s externally: - Participate in industry events and trade shows to strengthen relationships and elevate brand presence. - Influence business performance: - Contribute to KPI tracking, executive reporting, and ROI analysis to continuously refine contract strategies and drive results. Qualifications - Bachelor’s degree (or equivalent work experience) and 8+ years of progressive experience in Foodservice sales, with a strong focus on corporate or national account management. - Deep understanding of Non-Commercial Foodservice, broadline distribution, and GPO dynamics. - Proven success managing large, complex customer portfolios and delivering measurable revenue growth. - Strong analytical mindset, with the ability to translate data into actionable business strategies. - Demonstrated expertise in contract negotiation, strategic planning, and cross-functional leadership. - Experience with the Unattended Retail Segment, Vistar and Vending Broker Management a plus. Requirements - Location on the East Coast near a major airport. Benefits - The base salary range for this position is $107,000 to $178,000 annually, car allowance and 25% annual incentive bonus based on organizational performance. - Beyond base salary, we offer a competitive Total Rewards package designed to support your overall well-being, including comprehensive health benefits, time off programs, and retirement and financial offerings. Company Description CJ Schwan’s is committed to quality, innovation, and the power of food to bring people together. Our portfolio includes iconic pizzas, global flavors, and timeless desserts from brands like Red Baron®, bibigo®, Tony’s®, Big Daddy’s®, Freschetta®, Pagoda®, Edwards®, and Mrs. Smith’s®.

Depuis 2018, RandomCoffee existe pour résoudre un problème structurel des grandes organisations : la fragmentation. Multi-sites, équipes hybrides, organisation matricielle… Résultat : les interactions informelles disparaissent, la culture devient abstraite, et le learning informel (le vrai learning) s’éteint. RandomCoffee n’ajoute pas “une initiative RH de plus”. Nous mettons en place une infrastructure de rituels : des rencontres régulières, ciblées et mesurables, intégrées dans Teams/Slack/email, qui reconnectent les personnes, décloisonnent l’organisation et nourrissent engagement & développement en même temps. Incubés à Dauphine, chez Facebook au Startup Garage à Station F, puis chez SAP, nous sommes devenus une référence mondiale du coworker connection avec des clients comme BPCE, Amgen, JLL, Cox, Snap ou Total Energie. Aujourd’hui, RandomCoffee entre dans une nouvelle phase : 👉 accélération internationale (US en priorité) 👉 structuration grands comptes 👉 lancement d’un produit encore plus ambitieux Nous recherchons un(e) Key Account Manager International capable de piloter et développer un portefeuille stratégique de clients grands comptes (500+ collaborateurs), principalement aux États-Unis, tout en accompagnant nos clients en France et en Europe. Si ça te parle, n’attends plus, postule, RandomCoffee est fait pour toi ! Vos missions Tu prends en charge un portefeuille de clients grands comptes existants (500+ collaborateurs), avec une responsabilité claire : sécuriser la relation dans la durée et développer la valeur de tes comptes (renewal + expansion). Concrètement, tu vas : - Piloter la fidélisation (renewal ownership) - Préparer et mener les renouvellements - Suivre l’adoption, repérer les risques (désengagement, changement d’org, sponsors qui bougent…) - Construire des plans d’action simples et efficaces pour ancrer le rituel dans l’organisation - Développer tes comptes (expansion) - Définir une stratégie par compte (où on a de l’impact, où on peut étendre) - Identifier et activer des opportunités d’upsell / cross-sell (nouveaux périmètres, nouvelles entités, nouveaux rituels/cas d’usage : onboarding, peer learning, inclusion, mobilité interne…) - Transformer des programmes locaux en déploiements plus larges (US / Global) - Gérer des stakeholders variés (international) - Cartographier l’organisation client : décideurs, sponsors, champions - Travailler avec des interlocuteurs RH et transformation : HRBPs, People Ops, L&D, Employee Experience, DEI, parfois direction - Adapter ton discours : pas “un outil”, mais un mécanisme durable + preuves (KPIs, adoption, retours terrain) - Travailler main dans la main avec l’équipe - Collaboration étroite avec les équipes projet / ops - Remontée d’insights clients pour améliorer l’offre, le produit, et le playbook KAM 🌍 Contexte international Le marché américain représente une priorité stratégique. Nous recherchons quelqu’un : - À l’aise en anglais (bilingue) - Capable d’intéragir avec des équipes basées aux US - Sensible aux différences culturelles business US / Europe - Autonome dans un environnement international Vos compétences 👤 Profil recherché - 3+ ans d’expérience en Account Management B2B SaaS ou 1 à 2 ans d’expérience très réussie en AM / CSM / Sales B2B SaaS avec forte maturité commerciale - Expérience confirmée sur des comptes complexes et internationaux - Track record en développement de comptes existants (expansion revenue) Nous restons ouverts à un profil plus junior avec une première expérience solide et un fort potentiel, capable de prendre rapidement de l’autonomie sur des comptes internationaux. 💡 Ce qui fera la différence - Tu sais faire grandir un compte (pas juste “gérer”) - Tu aimes comprendre le “pourquoi” côté client (enjeux culture, engagement, learning, transformation) - Tu sais raconter une histoire claire : rituels → adoption → impact mesurable - Tu es à l’aise dans une équipe startup : vitesse, responsabilité, ownership Une expérience dans l’écosystème RH / People (SaaS RH, cabinet, conseil RH, HRTech, L&D, engagement, EX…) est un vrai plus Avantages 🎁 Ce que tu trouveras chez nous - Un produit reconnu et déjà déployé dans des entreprises internationales - Une vraie autonomie - Une proximité avec les fondateurs - Un environnement exigeant mais humain - Bonus significatif basé sur la performance - Horaires flexibles - Full télétravail - Des offsites réguliers pour se retrouver et renforcer la cohésion d’équipe 🧩 Processus de recrutement - Call RH (culture & motivation) - Entretien métier approfondi - Cas pratique stratégique (simulation de gestion d’un grand compte US) - Rencontre fondateurs - Go 🚀

À propos de Luo Luo est l’une des fintechs de paiements transfrontaliers à la croissance la plus rapide en Afrique. Nous aidons les entreprises africaines à payer leurs fournisseurs à l’international de manière plus rapide, plus transparente et plus compétitive que les solutions traditionnelles. En quelques mois, Luo est devenue l’un des acteurs de référence en Afrique de l’Ouest et en Afrique Centrale. Nous poursuivons notre expansion et renforçons aujourd’hui notre équipe commerciale. Description du poste En tant que Key Account Manager, vous êtes responsable de l’activation et du développement quotidien de notre base clients. Votre mission est d’augmenter les volumes, maximiser la rétention et optimiser la rentabilité des comptes stratégiques. Il s’agit d’un rôle très opérationnel et orienté résultats. Vous êtes en contact permanent avec les clients, négociez les conditions (notamment les taux FX), suivez les volumes et identifiez des opportunités de croissance. Responsabilités principales - Activer et relancer quotidiennement la base clients existante. - Développer les volumes et la fréquence des transactions. - Négocier les taux FX et conditions commerciales avec les clients. - Suivre la performance des comptes (marges, volumes, rétention). - Identifier les opportunités d’upsell et de cross-sell. - Maintenir une relation forte et proactive avec les clients clés. - Remonter les retours clients aux équipes internes (trading, ops, produit). Profil recherché - Expérience en gestion de comptes B2B, sales ou business development. - Forte capacité de négociation, notamment sur des sujets de pricing. - À l’aise avec les chiffres et la logique de marge. - Expérience en fintech, FX ou paiements est un plus. - Profil très réactif, orienté performance et résultats.

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary The Territory Account Manager is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention. You’ll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the Palo Alto Networks Next Generation Security Platform. This is a unique opportunity for a closer with a go-getter mentality to win business and market share by actively displacing competing technologies. Palo Alto Networks is leading the charge in platformization, offering best-in-breed solutions that enable customers to build a truly zero-trust security architecture and navigate critical transformations. To ensure our sales team is equipped to guide customers, we've developed FLIGHT, an immersive onboarding program. Flight blends virtual and in-person learning at our headquarters, where new sales hires will participate in dynamic cohorts, fully dedicated to their training without customer distractions. This focused approach ensures they emerge as well-prepared sales professionals, ready to help customers leverage our comprehensive portfolio. Your Impact: - As a Territory Account Manager, you will drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer - Bring your experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors - Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments - Understanding of the strategic competitive landscape and customer needs so you can effectively position Palo Alto Networks - Engage a programmatic approach to demand to generate, develop, and expand your territory - Leverage prospect stories to create a compelling value proposition with insights into value for that specific account. - Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services - Travel as necessary within your territory, and to company-wide meeting Qualifications Your Experience: - Experience in selling cybersecurity technologies in regional territory accounts - Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security context - Experience cultivating mutually beneficial relationships with our channel partners to bring channel-centric go-to-market approach for our customers - Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts - Possess a successful track record selling complex-solutions - Excellent time management skills, and work with high levels of autonomy and self-direction - Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com. Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. All your information will be kept confidential according to EEO guidelines. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.