National Account Manager – CSD

At Royal Cup, we embody a winning spirit that extends far beyond friendly competitions and games. We believe in achieving victory in everything we do, and as a united team, we know there is not a challenge we can’t conquer.

While luck may play a small role, true success comes from having a clear vision, a strong mission, and unwavering standards. These foundational elements lie at the heart of our employees’ ongoing experience as valued “Cuppers.”

Our vision is to become the Chosen Partner to Customers Nationwide, establishing ourselves as the proven industry leader in sourcing, roasting, blending, and distributing exceptional coffee, tea, and affiliated beverages. To accomplish this, we hold ourselves accountable to a set of industry-leading standards that revolve around enhancing our customers’ experiences and driving operational excellence. We can’t accomplish this without a dedicated team across the nation who are committed to living out our standards each day.

Our standards are what set us apart. They guide our actions, shape our culture, and fuel our success.

• One Team, One Cup: Respect for one another, our customers, and our prospects. No Silos, each of us working together for the good of the whole.
• VICTORS, Not Victims: Challenges are opportunities in disguise. We are problem solvers who approach obstacles with optimism, turning them into steppingstones for growth and success.
• AS IF: All change happens by the “As If” principle. We act, speak, and think “as if” until we become the embodiment of our vision.
• Patience, Fortitude, and Resiliency: We have the patient to stay on our path and tolerate obstacles until we get the desired outcome, the fortitude to answer why we do what we do, and the resiliency to bounce back from setbacks.
• Nitty Gritty: We maintain an unwavering focus on the tasks at hand, ensuring that what needs to be accomplished today aligns with our longer-term objectives.
• Match Me!: A byproduct of all of our other standards. It is bringing the best version of ourselves to work each day, embodying our standards, and holding everyone around us accountable to them.

Join us, embrace our winning mindset, and embark on a fulfilling career that will leave an indelible mark on our industry and the lives of our customers. Together, we will redefine what it means to be the best.

One Team, One Cup!

Benefits at Royal Cup

We want our benefits to work for you.

• Employee and Family Wellness

  Health, Dental, and Vision plans are available to help keep you and your family healthy and happy!

• Employee Assistance Program

  For the times when things just “aren’t right” – help is available to you and your family.

• Disability Coverage

  Whether for a short period or for a long period, we make sure you have coverage.

• Life Insurance

  Company-paid life insurance is provided for all employees. Optional term life coverage and Accidental Death & Dismemberment amounts are available as well.

• Retirement Savings

  Employee 401(k) participation with annual Company matching contributions will help prepare you for future retirement!

• Tuition Reimbursement

  We want to support your higher education goals!

• Paid Vacations and Holidays

  We believe our employees need to relax, rejuvenate, and get ready to re-engage.

• Flexible Spending Account Plan

  The FSA Plan allows you to save significant amounts on your medical (includes dental and vision) expenses and dependent care expenses.

• Other Benefits

  Smoking cessation program (free to employees and family), Jury duty leave, military service leave, and paid funeral leave, Uniforms are provided for certain positions, Discounts on employee purchases

The Royal Cup, Inc. Health Insurance Plan provides these links to access machine readable files as required by the Transparency in Coverage Rule. The files include negotiated service rates and out-of-network allowed amounts. The files are formatted to allow researchers, regulators, and application developers to access and analyze healthcare pricing data more easily. Contact, Human Resources, [email protected] if you encounter technical issues with the links.

With a combination of perks, benefits, social activities, and learning opportunities, we invest every day in our most important asset: our people.

Position: National Account Manager – CSD

Location: Charlotte, NC

Job Id: 963

# of Openings: 1

Position Title: National Account Manager – CSD

Reports To: VP, Convenience Store Sales

This is a direct-hire position. Unsolicited resumes or candidate referrals from third-party recruiting agencies will not be accepted.

POSITION SUMMARY

The National Account Manager – CSD reports to the VP, Convenience Store Sales and plays a pivotal role within the Convenience Store Division. This role focuses on managing and growing a portfolio of regional and national convenience store chain accounts, acting as both a hunter and farmer to drive new business development while retaining and expanding existing relationships. The National Account Manager – CSD manages the full sales cycle, develops strategic account plans, and achieves sales targets by identifying, pursuing, and closing new business opportunities while ensuring exceptional customer satisfaction and long-term partnership growth.

SUPERVISORY RESPONSIBILITIES

• None.

KEY RESPONSIBILITIES

• Develop and execute a comprehensive business development and account management strategy for regional and national store chain accounts within the Convenience Store Division (CSD)
• Identify and cultivate key targets to maintain a steady pipeline of new business opportunities within the convenience store channel
• Drive new business growth through targeted prospecting, leveraging existing customer relationships and professional networks to identify opportunities
• Execute sales strategy for CSD accounts to achieve plans and enhance overall penetration within the assigned account base
• Deliver or surpass annual business targets, encompassing top-line revenue, bottom-line profitability, share growth, cost management, forecasting accuracy, customer receivables, and trade spend efficiency (ROI)
• Expand existing accounts by implementing strategic growth plans and securing new location openings
• Manage the full sales cycle—from prospecting through proposal, negotiation, and closing—while regularly updating leadership on progress against growth plans
• Coordinate internally to deliver best-in-class National Account request for proposal (RFP) submissions
• Oversee customer rollouts, installations, and marketing or merchandising initiatives in collaboration with cross-functional departments
• Conduct regular customer visits to build relationships with decision-makers, present new products, and identify shared growth opportunities
• Utilize comprehensive market knowledge (e.g., industry trends, consumer insights, customer and competitive activity) to pinpoint key business issues and growth opportunities within the convenience store channel
• Monitor and analyze account performance metrics, including revenue, gross profit, cost, churn, and activity levels; ensure CRM data integrity and accurate reporting
• Provide customer feedback and competitive insights to inform company strategy and improve service delivery
• Engage with other NAMs to exchange best practices across the sales organization
• All other duties as assigned

MINIMUM QUALIFICATIONS

• Minimum of a High School Diploma or equivalent (for example, a GED)
• 5+ years of relevant experience in a similar field, preferably within the convenience store or food & beverage industry
• Demonstrated success in managing large national or regional accounts to drive sales growth, preferably in the food/beverage sector
• Solid experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management
• Excellent communication skills, both written and verbal
• Ability to think strategically with a focus on day-to-day execution as well as long-range future planning
• Proficient in fact-based selling, utilizing data, analytics, and joint business planning
• Proven negotiation skills with a track record of crafting collaborative business plans for mutually beneficial outcomes
• Customer-centric approach with established relationships at all levels of convenience store or national account organizations
• Must be proficient in MS Office and have basic IT skills
• A proven leader and capability-builder who is also detail-oriented and hands‑on
• Results‑oriented with drive, energy, and a strong bias for action
• Willingness and ability to travel across multiple markets as business needs require, often requiring overnight stays to attend meetings, trade shows, training, and other work-related events
• Must have and maintain a valid driver’s license and personal automobile insurance as required by state law. Proof of both may be required at time of hire and periodically thereafter
• Ability to successfully pass the pre-employment process. (Please note: Due to vehicular travel requirements, this position is considered safety sensitive; therefore, candidates are required to successfully pass a drug test prior to employment, as well as a pre-employment background check and motor vehicle records check)

PREFERRED QUALIFICATIONS

• Bachelor’s degree in Business Administration or another related field, or combined education and equivalent sales experience
• Prior sales experience in the office refreshment solutions channel
• Prior experience in the coffee or beverage category
• Prior experience with C4C or other similar Customer Relationship Manager (CRM) tools

PHYSICAL REQUIREMENTS

• Prolonged periods of sitting at a desk and working on a computer
• Frequent sitting, standing, walking, reaching, typing, reading, talking, and hearing
• The ability to lift up to 15 pounds with or without assistance

COMPANY PROFILE

Royal Cup, Inc. is the proven leader in sourcing, roasting, blending, and distributing high-quality coffees and fine teas since 1896 and is the chosen partner for restaurants, hotels, offices, and commuters across the country. We are a family-owned business rooted in a longstanding tradition of coffee roasting excellence that takes pride in our unparalleled dedication to customer care.

We are a large, privately held national importer, roaster, and distributor of coffees, teas, and related products that have been in business for more than 130 years. Royal Cup, Inc. currently provides products, equipment, and service to restaurants, hotels, convenience stores, businesses, and individuals throughout the United States, and we are growing!

At Royal Cup, Inc. having a customer‑centric focus is not simply a motto; our employees believe we each have a responsibility to provide outstanding service to our customers. Our customer‑centric focus results in actions we live by that not only retain our current customer base but grow our presence with new, high‑impact accounts across the country based on exceptional products and service.

We believe serving our customers well, serves us well. We are results‑oriented and strive to not only retain our current customer base but grow our presence with new, high‑impact accounts across the country by offering exceptional products and service.

Royal Cup Coffee and Tea strives to be sustainably minded and a good corporate steward in all business endeavors. It is also what others expect of us – our employees, our customers and vendors, our local communities, and the coffee and tea industry we help represent. This mindset permeates the actions we take today for tomorrow.

Royal Cup Coffee offers a competitive compensation plan and a comprehensive benefits program. On top of being a well‑caffeinated team, the benefits program includes healthcare, dental, vision, 401(k), company‑paid life and disability insurance, Flexible Spending Account plan, select tuition reimbursement, paid parental leave, remote work opportunities, paid holidays, and vacation time. We also provide ongoing training that is designed to provide maximum success for our employees.

Royal Cup is committed to a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or another legally protected status. For individuals with disabilities who would like to request an accommodation,please contact us at1-800-366-5836.

Discover how we combine our expertise in product, equipment, distribution & service to create a customized beverage solution that is right for your company.

Over the past 100 years, Royal Cup has grown from its small, hometown roots to become a major importer, roaster and distributor of premium coffees and teas.

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Tagged as: Compensation Design, Forecasting, Territory Planning