Director of National Accounts at Cash-Wa Distributing in Fargo, North Dakota

Job Description:

Cash-Wa Distributing is the largest privately held broadline foodservice distributor in the Midwest region. A dynamic, growing company, we believe in giving our customers the best service in the business. The Director of National Accounts will lead the Program Accounts team with an emphasis on modeling and promoting our Core Values. This position plays a pivotal role in optimizing pricing programs and leading a team of account executives. Your primary focus will be on developing and implementing effective strategies to maximize revenue while managing and guiding a team of account executives to achieve results.

As the Director of National Accounts within the Food Distribution space, you will be responsible for developing and implementing strategies to manage national account relationships and optimize pricing structures to drive revenue growth and profitability. Reporting directly to the Division President you will lead a team dedicated to fostering partnerships with key clients, negotiating contracts, and analyzing market trends to inform pricing decisions. This role requires a blend of strategic thinking, strong leadership skills, and a deep understanding of the food distribution industry.

Key Responsibilities:

National Account Management:

   - Develop and execute strategies to build and maintain strong relationships with national accounts, regional accounts, schools, and institutional accounts.

   - Collaborate with cross-functional teams including Marketing, Purchasing, Operations, and Finance to ensure alignment of account objectives with overall company goals.

   - Serve as the primary point of contact for key customers, addressing their needs and concerns in a timely and effective manner.

   - Regularly conduct business reviews with customers to assess performance, identify opportunities for growth, and address any issues.

   - Analyze market dynamics while monitoring pricing trends and make recommendations for adjustments as needed to remain competitive in the market.

   - Develop and implement pricing tools and processes to streamline pricing management and ensure consistency across the distribution center.

Leadership and Development:

   - Recruit, train, and develop a high-performing team of pricing analysts and account managers.

   - Provide coaching and guidance to team members to support their professional growth and success.

   - Foster a culture of collaboration, accountability, and continuous improvement within the team.

Performance Analysis and Reporting:

   - Track and analyze key performance metrics related to national account sales, pricing effectiveness, and profitability.

   - Prepare regular reports and presentations for the leadership team, highlighting trends, insights, and recommendations for improvement.

   - Utilize data-driven insights to identify opportunities to optimize pricing strategies and drive revenue growth.

- Other duties as assigned.

- High school equivalency required. Bachelor’s degree in business, Marketing, Finance, or a related field preferred.

- Minimum of 3 years of experience in sales management.

- Demonstrated track record of success in building and maintaining relationships with key customers and driving revenue growth.

- Strong computer and analytical skills with the ability to interpret data, and make data-driven decisions.

- Excellent negotiation and communication skills, with the ability to influence and collaborate effectively at all levels of the organization.

- Proven leadership experience with the ability to inspire and motivate a team towards achieving common goals.

- Proficiency in Microsoft Excel, PowerPoint, and other relevant software applications.

- Knowledge of pricing strategies, financial analysis, and market research techniques.

- Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.

Essential Functions:

• Constant sitting for prolonged periods while performing desktop activities.


• Frequent stand/walk throughout all office areas.


• Constant use of both hands/arms, in reaching/grasping/fingering while performing desktop activities and keyboarding.


• Occasional lifting, 1-20 lbs., normal office supplies.


• Occasional bend/squat/kneel while filing or retrieving materials from lower areas.


• Constant use of sight/hearing/speech necessary to perform essential job functions.


• Able to prioritize workload.


• Occasional travel, for customer visits and/ or industry events.


• Requires good communication and interpersonal skills both on the phone and in person.


• Must be able to deal with frequent disruptions, fast pace, and deadlines.

*Constant - 80%+    *frequent - 20-80% time    *occasional - under 20% time

CWD is an EEOC employer and considers all applicants without regard to race, religion, color, national origin, sex, gender, age, veteran status, disability, or any other basis protected by law.

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