Join Mondelēz International as a National Account Manager - Business & Industry (B&I). You will be responsible for delivering top line sales growth by expanding Mondelez penetration within the B&I Away From Home vertical, including corporate dining, workplace refreshment services, micro-markets, canteens, and OCS/vending operators. You will serve as the dedicated headquarters liaison for major B&I operators, focusing on strategic growth with top workplace solutions partners.
What You'll Do
- Serve as the Vertical Lead for the B&I segment, owning strategy, execution, and relationship management for top workplace refreshment providers.
- 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.
- Maintain and grow existing B&I partnerships while developing a strong pipeline of new corporate campus or operator-level opportunities.
- 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.
What We're Looking For
- 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.
Technical Stack
- HubSpot CRM
- Circana
- Technomic
Team & Environment
This role reports to the Non-Commercial Verticals Customer Business Leader.
Benefits & Compensation
- Compensation range: $87,600 to $120,505.
- 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
Work Mode
This is an onsite position.
Mondelēz Global LLC is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected Veteran status, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by law.
