For 120 years, National Checking Company (NCCO) has developed USA-made products that drive success in the foodservice and hospitality industries. Through consistent innovation, NCCO offers a comprehensive range of solutions and technologies designed to streamline operations and enhance food safety and efficiency, including traditional POS essentials, food safety labels, automated labeling systems, digital food safety software, and brand fulfillment solutions tailored to unique brand requirements. 

Headquartered in St. Paul, Minnesota, NCCO operates integrated business divisions supported by production and warehousing facilities in St. Paul, Minnesota, and Fort Worth, Texas. With core values focused on respect for every individual, integrity, collaboration, innovation, and passion for excellence, NCCO fosters an environment that embraces diversity, equity, and inclusion. 

NCCO is an equal opportunity employer.

www.ncco.com

Title                                  NATIONAL ACCOUNTS MANAGER – Contract Dining

Department                    Sales

Reports to                       Director of Sales – National Accounts

Direct Reports            None

Travel                               Field Role, including up to 40-60% outside home market / overnight visits

Base Salary                      $120,000 to 135,000 per year [depending on experience]

Specific compensation is determined based on experience, qualifications, location, and internal equity considerations.

Variable Pay                    Plan Design provided upon request

Benefits Offered            Health Insurance (medical, dental, vision), Life Insurance, Disability Insurance, 401(k) with employer match, Paid Time Off

Position Overview

The National Accounts Manager – Contract Dining is a sales hunter role responsible for finding, incubating and closing new opportunities from direct and indirect channels in the Contract Dining segment.   

In the Direct Channel, this role will be accountable for delivering first revenue for net new accounts (“new logos”) in targeted segments established yearly.  This role will be accountable for identifying, filtering, incubating, and closing the new logo.  The first year will be focused on B&I (business and industry), Education (K12 + Higher Education), DoC (Department of Corrections), and Senior Care.

In the Indirect Channel, this role will focus on hunting alongside and within the Major Contract Partners (MCPs) that operate nearly 80% of the contract dining segment.  NCCO has stellar and long-standing relationships with many of these major operators enabling this role to leverage the established trust and focus on leveraged growth execution and sales enablement at the corporate while hunting at the site level.   

This position requires a disciplined hunter mindset (especially in the direct channel), strong executive-level selling skills (especially in the indirect channel), and the ability to align day-to-day sales execution with Director-level growth priorities, pricing strategy, and margin objectives.

This role is laser focused on new growth and delivering first account revenue in the target segments.  To support this focus, this role is fully harmonized within the Enterprise Revenue Team at NCCO – which includes Regional Sales Managers (RSM), Digital Sales Managers (DSM), National Account Managers (NAM), EAM (Enterprise Account Managers), Customer Success and Marketing – across all five NCCO entities. 

Specifically for this role, the NAM – Contract Dining focuses on Acquisition (new logos); the EAM on expansion and long-term growth; and Customer Success on adoption, onboarding, renewal/retention.  For each sub-segment noted there is a lead-in proven product and product, sales, and marketing resources to assist the NAM in closing accounts.

Key Responsibilities

Revenue Growth & New Business Development

• Maintain end-to-end sales process -- including Identify, Incubate and First Close -- for each sub-segment noted in sufficient quantity and quality to deliver the monthly, quarterly and annual new growth revenue established for each Fiscal Year. 
• Execute sales strategies and growth priorities established with the Director of Sales – National Accounts.
• Prospect, develop, and close net new regional and national accounts, by maximizing MCP programs and partnerships.
• Lead assigned programs and competitive bid processes in coordination with cross-functional teams.
• Drive profitable growth, adhering to pricing, margin, and contract guidelines set by leadership.
• Maintain a consistent hunter cadence, including new opportunity creation, pipeline advancement, and close rates.

Existing Account Expansion

• Grow revenue within assigned accounts through program expansion, product mix optimization, and contract extensions.
• Identify whitespace opportunities and present business cases for incremental growth.
• Partner with the Director on account strategy for high-value or at-risk customers.

Segment Execution

• Implement segment-specific selling approaches leading with DateCodeGenie as base entry product for MCP programs:

• • Business & Industry (corporate dining, manufacturing, office campuses)
  • K-12 Education
  • Senior Living (independent living, assisted living, skilled nursing)

• Approaches to include the plan for product expansion beyond DateCodeGenie.
• Demonstrate working knowledge of operational, regulatory, and budget constraints within each segment.

Strategic Alignment & Collaboration

• Collaborate with the Director, Enterprise Account Manager, cross-functional partners (Marketing, Operations, Culinary, Supply Chain, Finance) to deliver scalable customer solutions.
• Coordinate with Enterprise Account Manager, Distributor partners, brokers, and field resources to ensure execution aligns with negotiated agreements.
• Escalate pricing exceptions, contract deviations, and strategic risks to the Director and Program Manager for approval.

Forecasting, Reporting & Governance

• Maintain accurate pipeline management, forecasting, and CRM reporting in accordance with leadership expectations.
• Provide regular updates on opportunity status, competitive activity, and market trends.
• Support Director-level business reviews, planning sessions, and customer executive meetings as required.

Other duties as assigned.

Qualifications

To perform this job successfully, an individual must be able to perform the essential duties satisfactorily.  The requirements listed are representative of the knowledge, skill, and/or ability required.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

NCCO hires based on a more comprehensive view of role and company fit – including competency and mindset. We believe this primary hunter role can be successfully filled with backgrounds from a variety of industries and fields. We encourage a wide range of applicants to apply if you feel driven by the role even if you do not meet the experience or background listed: Contract Dining sales and account management, especially with the big three major contract partners who are not required but would be highly valued.

• Bachelor’s degree in Business, Marketing, Sales, or Military or other form of civil service or training is preferred but not required.

·       3+ years in a hunter role.

·       3+ years in complex organizational or corporate program and ‘indirect’ or ‘partner’ sales or account expansion/retention role.

·       3+ years in Food Service operations including training, staffing, and compliance when paired with demonstrated sales hunter mentality.

·       Institutional sales, product or account management in Contract Dining – B&I (Business & Institutional sales, Education, Institutional, Department of Corrections, including compliance, hygiene, allergy training, staffing, and digital/software offerings.

·       Willingness to travel nationally (40–60%).

Key Competencies

• Hunter mentality / New logo acquisition
• Strategic execution under Director oversight
• Contract and pricing discipline
• Cross-functional collaboration
• Forecasting and pipeline rigor
• Executive-level customer engagement

Success attributes

• Strong sales experience, including prospecting, lead nurturing, and closing high-value contracts.
• Proficiency in SalesForce, sales automation tools, and virtual sales platforms.
• Strong negotiation, communication, and presentation skills.
• Ability to translate technical solutions into business impact for customers.
• High level of integrity and work ethic.
• Creativity and curiosity to deliver for the customer and the company.
• Self-motivation with a track record of taking the initiative.
• Adaptable selling style to meet audience needs including C-Suite level.
• Proven ability to drive sales process from plan to close.
• Cross-functional collaboration.
• Willingness to travel as required to meet with clients, attend shows, and visit key markets.
• Be able to travel by plane and car.