• Own a portfolio of accounts, driving retention, expansion, and quota attainment — including defined upsell and cross-sell targets • Identify and close growth opportunities within the existing client base through discovery, consultative selling, and solution positioning • Manage the full renewal cycle end-to-end: forecasting, negotiation, and timely close • Serve as the primary point of contact for assigned accounts, building trust across multiple levels of the client organization • Conduct regular account reviews to assess client health, satisfaction, and growth potential • Develop and execute account plans that align client objectives with expansion opportunities • Deliver Business Reviews that demonstrate measurable value and advance growth conversations • Maintain accurate pipeline, opportunity, and account data in CRM; provide reliable forecast updates to leadership • Partner with Customer Solutions to ensure clients are fully adopted and realizing value from the platform • Collaborate with Marketing and Sales on campaigns and initiatives targeting the existing client base

• Use performance marketing expertise to provide superior client service • Manage large book of business, developing strategies that drive revenue growth • Monitor client budgets and prepare formal reviews for clients • Lead communication with clients, including onboarding and campaign recommendations • Identify and implement solutions for measurable results for clients • Understand client key performance indicators for optimization • Introduce new revenue opportunities • Manage onboarding processes and provide feedback for optimization • Formulate plans for extending new business with established accounts

• Respond to plan sponsors’ requests for information on a variety of issues, including on-going requests for plan amendments. This includes consultative services. • Obtain all necessary information, determine feasibility of requests, and submits requests to individual specialists for action. • Interface with management and internal support groups to research issues and coordinate responses to plan sponsors. This includes conducting trend analysis of issues, response times, and other valuable statistics. • Develop and recommend improvements to workflows and procedures to increase efficiency and client satisfaction. • Assist in the collection, review and preparation of client information used for compliance testing and filings. • Promote customer satisfaction through proactive and effective service delivery and ensure prompt and effective response to all plan sponsor inquiries.

Role Description The National Account Manager, Non-Commercial is responsible for developing and growing profitable business with key Non-Commercial customers, including Group Purchasing Organizations and Foodservice Management companies. This role builds strategic account plans, strengthens customer relationships, identifies growth opportunities, and collaborates closely with Field Sales, Foodservice Marketing, and culinary resources to increase penetration of approved Idahoan products. The role reports to the Director, Field Sales and Distribution with whom annual targets, strategic account plans, and long-range profitability targets will be developed and tracked. - Develop and execute annual business plans to grow the Non-Commercial channel through existing and new customers. - Build compelling customer value propositions for Idahoan products by leveraging marketing, culinary, sales, and other internal resources. - Build and maintain relationships across multiple levels of each customer organization, developing a clear understanding of their business needs and offering solutions that support mutual growth. - Analyze GPO-provided data to identify opportunities for distribution expansion, Impact Operator growth, LLO activity, and regional execution. - Partner closely with the Field Sales team to communicate priorities, provide visibility to targets, and support execution against agreed objectives. - Collaborate with the Foodservice Leadership Team to identify profit improvement opportunities and support consistent, defensible pricing practices across customers and segments. - Establish and communicate timelines for pricing reviews, contract analysis, negotiations, and stakeholder alignment. - Review contracts and pricing agreements for commercial considerations, partnering with Legal as needed. - Review monthly claims and work with Business Excellence to support forecast updates. - Document sales activity, follow-up, and planning in designated tools, including CRM software, Outlook, and reporting documents. Qualifications - Bachelor’s degree from an accredited four-year college or university preferred. Equivalent Foodservice industry experience may be considered, including ten or more years of related experience in sales, customer management, branded products, Non-Commercial, and/or Commercial restaurant channels. - Strong written and verbal communication skills, with the ability to prepare succinct, professional presentations and customer communications. - Must be comfortable presenting in person and virtually to senior and executive-level customer contacts. - Proficiency with Microsoft tools, including Copilot, is preferred. - Strong collaboration and influencing skills are required. - Minimum of three years of successful negotiation experience in complex customer environments. - Strong analytical and scenario-planning skills are required to support customer negotiations. - Ability to apply business experience and judgment across a variety of situations, processes, and stakeholders. - Must be organized, able to manage multiple priorities, and focused on delivering results and ROI in a dynamic environment. - Strong analytical, quantitative, and problem-solving skills. - Must be able to leverage current and emerging technologies, including AI, to reduce manual work and accelerate insight generation. Requirements - Travel up to 40%, based upon business needs. - Work from a remote location, requiring strong sense of self-discipline and self-reliance. - Must be self-motivated while collaborating with the FS team and highly accountable for individual and team results. Benefits - Pay Range: $140k - $175k base salary - Bonus Potential - Medical, Dental, Vision Insurance for full-time team members - PTO (Vacation, Sick, and Holidays) for full-time team members - 401K match - Company paid disability and life insurance policies - Paid maternity and parental leave Equal Opportunity We are an equal opportunity employer and do not discriminate on the basis of race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), political affiliation, military service, or other non-merit-based factors.