Mondelēz International

National Account Manager – Business & Industry

Mondelēz International

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $87,600 - $120,505 per year

About the role

  • Serve as the Vertical Lead for the B&I segment, owning strategy, execution, and relationship management for top workplace refreshment providers, including canteen style operators, Aramark Refreshment Services, and major OCS/micro-market networks.
  • Act as the primary headquarters contact for national and regional B&I partners, developing annual Joint Business Plans, compliance programs, merchandising strategies, and category growth initiatives.
  • Use sales, operator, and market insights to identify penetration gaps and close distribution, menuing, and merchandising voids across the B&I ecosystem.
  • Build and execute comprehensive B&I growth strategies using Circana, Technomic, and industry-specific insights (vending/OCS benchmarking, micro-market data, workplace consumption trends).
  • Maintain and grow existing B&I partnerships while developing a strong pipeline of new corporate campus or operator-level opportunities aligned with channel KPIs and Vision 2030.
  • Manage activity, pipeline, and progress through HubSpot CRM documenting engagement, tracking wins, analyzing incremental volume, and presenting performance updates.
  • Lead multi-year contract negotiations using JVC principles, including pricing architecture, volume/growth commitments, planogram or menu compliance, and governance structures.
  • Work closely with field sales, broker networks, and distribution partners to activate B&I programs, influence merchandising standards, and improve last-mile execution.
  • Represent Mondelēz at key events, strengthening brand visibility and building executive level operator relationships.

Requirements

  • Minimum 5 years of Foodservice experience within B&I, OCS/Vending, Micro-Markets, Workplace Refreshment Services, or Managed Services.
  • Strong understanding of operator economics, compliance drivers, distribution pathways, and workplace procurement structures.
  • Proven ability to collaborate across functions and operate with an entrepreneurial, test and learn mindset in a fast-evolving vertical.
  • Strong financial acumen including forecasting, trade/revenue management, contract valuation, P&L ownership, and growth modeling.
  • Highly organized and detail oriented, able to manage multiple partners, deadlines, and strategic workstreams simultaneously.
  • Demonstrated negotiation skills, delivering win/win outcomes with strategic operators and partners.
  • Excellent communicator able to simplify complexity, craft compelling customer narratives, and influence stakeholders at all levels.
  • Comfortable engaging senior leadership both internally and externally, with strong interpersonal skills and executive presence.
  • Innovative, creative problem solver willing to challenge norms and uncover new white-space growth opportunities within workplace refreshment environments.
  • Travel requirements: 25–30% travel to operator headquarters, corporate campuses, distribution partners, tradeshows, and field activation events.
Benefits
  • health insurance
  • wellness and family support programs
  • life and disability insurance
  • retirement savings plans
  • paid leave programs
  • education related programs
  • paid holidays and vacation time
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
Foodservice experienceoperator economicscompliance driversdistribution pathwaysworkplace procurement structuresfinancial acumenforecastingcontract valuationP&L ownershipgrowth modeling
Soft Skills
collaborationentrepreneurial mindsetorganizational skillsnegotiation skillscommunication skillsinterpersonal skillsexecutive presenceproblem solvingstrategic thinkingdetail oriented