Director, National Accounts (Foodservice)

Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit.

The Director, National Accounts-Foodservice drives strategic growth by managing key national accounts, developing tailored sales and marketing strategies, and leading a high-performing sales team. This role oversees customer-specific sales plans, strengthens long-term relationships, and collaborates with internal teams to deliver innovative, research-driven solutions. With a focus on consultative selling and seamless execution, the position ensures profitable revenue growth, renews and expands existing accounts, and pursues new business opportunities while fostering strong internal and external partnerships.

This role is based remotely in any of the following eligible locations: AR, AZ, CA, FL, GA, ID, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, OK, PA, RI, TN, TX, UT, WI.

Responsibilities

• Work closely with the Category Marketing and Sales Sector Strategy to develop and execute national account specific Marketing strategies
• Select, develop and coach a high performing team of Sales professionals to meet or exceed targets of profitable revenue growth
• Own and manage the National Account portfolio by developing and delivering customer-level annual sales plans. Understand the impact of sales and financial decisions on Dole and the national account’s P&L
• Execute existing contracts and own the renewal and expansion of existing customer relationships
• Cultivate and maintain effective business relationships with executive decision makers in large/national accounts
• Pursue identified business prospects, participating actively in the planning and sales process for new business opportunities
• Implement the Dole sales process to establish a culture of consultative selling to decision-makers at all levels
• Collaborate with Category Marketing, Sales Sector Strategy, and the sales leadership team to define overall sales strategy, and to develop solutions responsive to the National Account's business
• Apply restaurant research insights and trends and collaborate with Category Marketing, Sales Sector Strategy, Innovation, and RGM to provide compelling solutions based on Dole’s business strengths
• Coach National Account Managers (NAMs) to build effective relationships that enable them to respond quickly to emerging account opportunities, and provide for seamless execution of the Dole's business processes that exceed merchant expectations
• Coordinate with Field Sales leader on support and transference of knowledge and insights to Regional Operator opportunities
• Drive high-level teaming and collaboration to gain the committed and motivation of Dole’s staff who do not report directly to the Sales team
• Establish a planned program for sales coaching, working with NAMs on all aspects of the sales process
• Participate in sales calls with NAMs to provide feedback, and to assist with large opportunities
• Perform all other duties as needed or required to maintain and grow profitable business within the assigned account base
  
  

Qualifications

Experience, Knowledge, & Skills You Bring:

• Proven track record in sales leadership, with 8-10+ years of experience in a consultative selling environment
• Strong experience in developing and executing customer-level sales and marketing strategies driving culinary insights
• Demonstrated success in building and leading high-performing sales teams to achieve or exceed revenue growth targets
• Experience managing P&L impacts and aligning financial decisions with strategic goals
• Background in contract execution, account renewals, and expanding customer relationships
• Deep understanding of sales processes and consultative selling strategies tailored to executive decision-makers
• Proficient in using market research, industry trends, and customer insights to develop innovative, customer-centric solutions
• Familiarity with collaboration across cross-functional teams (e.g., Marketing, Sales Strategy, Innovation) to align organizational goals
• Knowledge of coaching methodologies and sales team development best practices
• Experience in the restaurant, foodservice, culinary or related industries is a plus
  
  

What You’ll Need to Succeed:

• Passionate about a purpose driven career
• Leadership and Team Development: Ability to select, coach, and inspire a team of sales professionals while fostering a collaborative culture.
• Strategic Thinking: Expertise in defining sales strategies and translating business goals into actionable plans.
• Relationship Management: Strong ability to cultivate and maintain executive-level relationships in national or enterprise accounts.
• Analytical Skills: Proficient in assessing the financial implications of sales decisions and leveraging data to inform strategy.
• Communication and Influence: Exceptional verbal and written communication skills, with the ability to effectively present solutions and gain buy-in from stakeholders.
• Problem-Solving: Adept at identifying emerging opportunities and providing seamless, innovative solutions that meet customer needs.
• Collaboration: Skilled in working across organizational levels and with non-direct reports to drive alignment and achieve business objectives.
  
  

Education & Certification:

• Bachelor’s degree in Business or related field
• Advanced degree or certifications in sales training desirable
  
  

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 40 pounds and reach overhead. Ability to travel in an automobile and airplane. Ability to navigate in an office environment and retail grocery store.
  
  

Travel Requirements:

• 25-50% travel expected
  
  

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

FOR JOBS BASED IN CALIFORNIA And NEW YORK

Hiring Pay Scale: $190,000 to $220,000

Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.