National Channel Account Manager – MealSuite

JOB DESCRIPTION

Do work that matters with MealSuite.
Imagine doing work that impacts the lives of hundreds of thousands of patients and residents every day – helping to keep them safe, nourished and smiling through high-quality mealtimes.
We’re a team of healthcare experts, dietary technology specialists and industry thought leaders who believe passionately in enhancing the quality of life for healthcare &
senior living communities through foodservice management technology.
The software and systems we deliver to the industry help empower the dedicated foodservice frontline heroes to take stress off of their plates so they can deliver a more personalized experience to their communities meal after meal.
We have a solid pedigree grown from 30+ years of innovation in our core markets, tied together with the attitude and accelerated growth of a startup – and we want to expand our reach and impact even further.
MealSuite is where innovation is a daily practice and changing norms can be expected. It is the nexus where nutrition, service and technology merge.
So, if you’re into making a difference, operating with integrity, and dreaming big – you may just be the right fit for our industry-leading team!
The Role
As a National Channel Account Manager, you will support many of the company’s largest partner and/or channel sales accounts. With a North America portfolio, frequent travel is required (once it is safe and practical) to work with senior level contacts. You will work with multiple sales and customer success teams to ensure our partner’s sales processes and onboarding events always run smoothly.
You will be comfortable and confident presenting to dietary managers and CEO’s alike and know how to conform your discussions to each audience’s needs. You will use your Solution Selling, Challenger or other well-honed sales process to quickly ferret out each customer’s operational, financial, marketing and clinical dietary needs and match them to the outcomes MealSuite solutions make possible.

Key Responsibilities

• Be MealSuite’s brand ambassador to our largest clients and help direct their vision for use and deployment of our products and services.
• Manage retention of large accounts, working daily with project managers, VP and C-level contacts on both teams to ensure customer success, satisfaction, and ROI from an ever-growing number of product offerings.
• Develop a deep understanding of foodservice contractors, food distributors, GPOs (related to food purchases) particularly their healthcare divisions, to be able to match operational, communications, data, etc. to MealSuite products and services.
• Develop a solid understanding of senior living business models ensuring conversance with legal, financial, clinical, social, marketing, and other factors that motivate and drive investment and purchasing decisions in the industry.
• Conduct a comprehensive territory analysis including deep dives into the business needs and practices of our largest partners so you can create a comprehensive business/sales plan.
• Develop processes to streamline 3-party communication, sales execution and high-level deployment strategies related to your assigned clients, working closely with internal stakeholders to ensure success, including joint sales activities between MealSuite and the Partner’s sales teams.
• Create and maintain a communication plan with various senior level contacts at channel partners.
• Support partner RFI/RFP and multi-unit proposal creation/editing in coordination with the partner and the MealSuite team.
• Assist partners with development of training for their teams and development of related sales collateral.
• Develop and maintain close relationships with the company’s key partners working in concert with them to ensure sales growth and customer retention rates for both firms.
• Work closely with senior leadership to identify new product and service opportunities and support the creation of new strategies.

Minimum Qualifications

The following knowledge, skills, and abilities are required:

• 8+ years selling or managing B2B SaaS and/or POS solutions to senior living or other healthcare markets.
• 3+ years experience of managing large national accounts working at the VP and C-level.
• Experience with a selling technique like Solution Selling, SPIN selling etc.
• Experience with channel sales highly advantageous.
• Previous experience working within a matrix sales team environment.
• Previous experience creating high impact proposals and sales/marketing collateral.
• Strong IT/POS skills (HW &
• SW desired) – able to move, carry, setup and operate computer equipment for demonstration purposes.
• Proven track record with contract negotiation.
• Exceptional presentation skills both in person and online.
• Familiarity with institutional foodservice and/or nutrition operations highly desired.
• Ability to multi-task and adapt to a rapidly changing environment.
• Proficiency with Excel, PowerPoint, and all other standard Microsoft Office tools.

Education &
Training:

• BA/BS required, MBA preferred
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