Note: The job is a remote job and is open to candidates in USA. Massimo Zanetti Beverage USA is seeking a Senior National Account Executive who will serve as the primary relationship owner and business manager for a key strategic QSR customer. This role involves overseeing contract relationships, managing pricing strategies, and expanding the corporate brands portfolio to drive long-term growth.
Responsibilities
- Serve as the primary business owner for national/corporate brand partnerships, ensuring long-term alignment on commercial goals, supply chain performance, and product quality expectations
- Lead annual and long-range planning for the account, including volume targets, contract terms, innovation needs, and operational improvement initiatives
- Manage pricing strategy, cost changes, and financial negotiations to protect margins while maintaining a competitive, partnership-centric approach
- Oversee demand planning and forecasting accuracy, ensuring supply continuity and proactive risk mitigation
- Monitor revenue, volume, and profitability performance for account business, providing regular updates, insights, and recommendations to senior leadership
- Build, strengthen, and maintain highly collaborative relationships with key customer stakeholders, including procurement, quality, supply chain, category management, inventory control, and R&D teams
- Serve as the trusted point of contact for issue resolution, escalation, new opportunities, and ongoing strategic alignment
- Facilitate joint business planning sessions and quarterly business reviews to reinforce transparency, performance tracking, and future pipeline planning
- Ensure all MZB supplied products meet agreed upon product specifications, certifications, and quality standards
- Collaborate with Operations, QA, and R&D to address product performance, reformulation needs, or cost improvement initiatives
- Maintain a deep understanding of product requirements across roasted, packaged, and distributed formats
- Partner with supply chain, customer support, and operations teams to ensure accurate order fulfillment, on time delivery, and adherence to customer defined RADs and logistics requirements
- Lead troubleshooting and root cause resolution for service disruptions, capacity constraints, and inventory challenges that could impact service levels
- Coordinate closely with Marketing, Finance, Operations, QA, and Product Development to ensure key customer business needs are aligned with MZB’s capabilities, priorities, and portfolio strategies
- Act as the internal champion for customer-partners ensuring cross functional visibility into customer expectations, opportunities, and risk areas
- Identify opportunities to expand partnerships through new product offerings, format extensions, process improvements, and value added solutions
- Support the Corporate Brands strategy by bringing on additional high value national customers, applying best practices from the major accounts to drive long term, sustainable growth
- Leverage category data, cost models, operational metrics, and customer insights to improve forecasting, optimize supply chain performance, and strengthen commercial decision making
- Provide regular performance analyses and data backed recommendations to enhance customer satisfaction, operational efficiency, and account profitability
- Lead cross functional teams in service of the client partnerships, driving accountability, coordinated execution, and timely communication across all stakeholders
- Model the MZB Way through proactive problem solving, strong prioritization, and collaborative decision making
Skills
- 8–10+ years of experience managing large, complex national accounts in CPG, QSR, foodservice, or corporate/private label brands
- Proven success owning and growing a high value customer relationship, including accountability for pricing, forecasting, margin delivery, and supply continuity
- Experience working with highly matrixed customers involving procurement, supply chain, quality, and category/brand teams
- Demonstrated ability to develop and execute long term customer strategies that balance customer objectives with company profitability targets
- Experience leading joint business planning, building multi‑year growth roadmaps, and navigating complex commercial negotiations
- Ability to identify and unlock incremental growth opportunities through product, process, or operational improvement
- Strong understanding of forecasting, demand planning, production cycles, and logistics requirements for large‑scale customers
- Ability to partner cross functionally with Operations, QA, and Supply Chain to ensure orders meet product specifications, RADs, quality standards, and service level expectations
- Proven track record in proactively resolving service, quality, and operational issues with urgency and accuracy
- Experience working closely with Marketing, R&D, QA, Finance, Sales, and Customer Support to align customer needs with internal capabilities
- Ability to lead internal teams through issue resolution, commercial reviews, and new opportunity development
- Strong organizational navigation skills with the ability to drive alignment and clarity across multiple stakeholders
- Exceptional communication, listening, and influence skills with the ability to build trust at multiple levels of a customer's organization
- Experience managing high stakes conversations, resolving escalations diplomatically, and maintaining a partnership first mindset
- Strong business writing and meeting leadership skills for executive level reporting and customer presentations
- Ability to interpret customer P&Ls, margin waterfalls, forecasts, cost models, and supply/operations metrics
- Strong analytical problem solving skills with the ability to turn customer and market data into actionable recommendations
- Experience developing pricing proposals, evaluating cost changes, and supporting scenario planning
- Ability to identify and evaluate new corporate brand/private label opportunities with long term strategic fit
- Demonstrated success building or expanding strategic partnerships that drive sustainable revenue and margin growth
- Bachelor's in Business, Marketing, Supply Chain, or a related field required
- Proven success operating in fast paced, high complexity environments with large customers and evolving needs
- Ability to balance customer advocacy with disciplined commercial and operational decision making
- Strong sense of ownership, accountability, and professionalism when navigating ambiguity or pressure
- MBA or advanced degree preferred, especially with a focus in account management, strategy, or operations
- Prior experience with large QSR, corporate brand, or national private label customers
- Experience with roasted coffee, CPG food/beverage manufacturing, or product specification management
- Familiarity with multi‑location supply chains and contract manufacturing environments
Company Overview
As one of the largest coffee roasters in North America, Massimo Zanetti Beverage USA is Coffee Complete™ providing comprehensive solutions for the home, workplace, and foodservice. It was founded in 1973, and is headquartered in Suffolk, Virginia, US, with a workforce of 501-1000 employees. Its website is http://www.mzb-usa.com.