Vice President, National Accounts

6 days ago

Houston, Texas, United States SoTalent Full time $120,000 - $250,000 per year

Vice President, National Accounts


Houston, TX

Overview

The Vice President of National Accounts is responsible for leading strategy, development, and growth within a group purchasing organization (GPO) structure. This senior leadership role involves managing high-value national accounts, overseeing sales and support teams, driving cross-functional collaboration, and ensuring alignment with corporate objectives across multiple business units and regions.

Key Responsibilities

  • Lead the national accounts sales strategy, including business planning and execution.
  • Manage and mentor a team of National Account Managers and sales support professionals.
  • Develop strong partnerships with large, multi-segment clients across industries such as healthcare, hospitality, education, and business services.
  • Oversee and ensure alignment of customer strategies with corporate goals, including revenue growth, profitability, and customer satisfaction.
  • Direct the negotiation and management of complex Master Distribution Agreements (MDAs), GPO contracts, renewals, and strategic amendments.
  • Manage P&L for major accounts, ensuring sustainable financial performance and profitability.
  • Conduct executive-level business reviews and "top-to-top" meetings with C-suite stakeholders to align strategic initiatives.
  • Collaborate with cross-functional teams — including Finance, Marketing, Supply Chain, Revenue Management, and Legal — to ensure flawless execution.
  • Drive innovation and process improvement across multiple operating companies.
  • Provide leadership in training, coaching, and developing sales teams on strategic account management and business growth.

Qualifications

  • Bachelor's degree in Business, Sales, or Marketing required; MBA preferred.
  • 10+ years of experience in the foodservice or related industry.
  • 5+ years of experience managing national accounts or large-scale sales operations.
  • Strong background in contract negotiation and customer relationship management.
  • Demonstrated financial acumen and P&L management experience.
  • Proficiency in Microsoft Office (Excel, PowerPoint, Outlook) and Salesforce.
  • Proven ability to build, inspire, and lead high-performing teams.
  • Exceptional communication, strategic thinking, and executive presence.

What You'll Bring

You are a dynamic and strategic leader with deep experience managing high-value, multi-segment accounts. You excel at negotiation, financial oversight, and cultivating long-term customer relationships that drive measurable growth and value.

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