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Mondelēz International · 2 hours ago

National Account Manager -Business & Industry (B&I)

United States

Full-time

Remote

Senior Level

$88K/yr - $121K/yr

5+ years exp

Mondelēz International is leading the future of snacking and is seeking a National Account Manager for the Business & Industry segment. The role involves driving sales growth by enhancing Mondelez's presence in workplace refreshment services and managing relationships with key partners.

Consumer GoodsFood and BeverageFood ProcessingManufacturing

Responsibilities

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

Use CRM and distribution insights to inform long-term strategies, SKU rationalization, compliance tracking, and operator segmentation

Lead multi-year contract negotiations using JVC principles, including pricing architecture, volume/growth commitments, planogram or menu compliance, and governance structures

Oversee contract enablement and execution by collaborating cross-functionally with revenue management, supply chain, finance, and operator-facing teams

Work closely with field sales, broker networks, and distribution partners to activate B&I programs, influence merchandising standards, and improve last-mile execution

Partner with marketing and category teams to create workplace-specific selling stories, seasonal programs, and solution bundles for micro-markets, vending, and OCS

Represent Mondelēz at key events, strengthening brand visibility and building executive level operator relationships

Stay current with industry trends including hybrid workplace shifts, micro-market expansion, and evolving snacking behavior to inform strategy

Qualification

Foodservice experienceContract negotiationData-driven strategiesFinancial acumenCross-functional collaborationCommunicatorInnovative problem solverInterpersonal skills

Required

Bachelor's Degree required

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

25–30% travel to operator headquarters, corporate campuses, distribution partners, tradeshows, and field activation events