Lactalis LAG - National Sales Manager (Corp Accounts - Distribution)

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At Lactalis in the USA, we’re committed to providing meaningful opportunities for our people to learn, grow, and thrive—whether you’re just starting your journey with us or looking to take the next step in your career. From day one, we offer the tools and support to help you succeed.

As the world leader in dairy, Lactalis is a family-owned company with over 85,000 pragmatic and ambitious professionals across the globe. Each day, we’re proud to produce award-winning dairy products that bring people together.

In the US, we proudly offer an unrivaled house of beloved brands, including Galbani® Italian cheeses and ricotta, Président® specialty cheeses and butters, Kraft® natural and grated cheeses, Breakstone’s® cottage cheese, Cracker Barrel®, Black Diamond® cheddar, and Parmalat® milk. Our yogurt portfolio includes siggi’s®, Stonyfield Organic®, Brown Cow™, Oui®, Yoplait®, Go-Gurt®, :ratio®, Green Mountain Creamery®, and Mountain High®, along with a growing family of ethnic favorites like Karoun®, Gopi®, and Arz®.

At Lactalis, we live by our core values—Ambition, Engagement, and Simplicity. We foster a workplace where innovation thrives, diverse perspectives are celebrated, and everyone’s unique background and ideas are valued.

Even if you don’t meet every qualification, we encourage you to apply. We want to hear about your PASSION, your STORY, and how your EXPERTISE can help us shape the future of dairy. 

From your PASSION to ours

Lactalis American Group, part of the Lactalis family of companies, is currently hiring a National Sales Manager (Corp Accounts - Distribution).  

The National Sales Manager for US Foods, Restaurant Depot, Gordon Food Service, Shamrock Foods and Ben E. Keith is a critical, national-scope position responsible for maximizing Lactalis American Group Culinary Division’s revenue, profitability, and distribution effectiveness through these core foodservice partners (brands include Galbani, President, Kraft, and others). This Leader acts as the primary Corporate Liaison for the accounts noted above, leading strategic negotiations and Joint Business Plans (JBPs) at the headquarters level. Internally, this leader must work effectively across functions and divisions, including sales, marketing, trade marketing, supply chain, legal, quality assurance, etc. Success hinges on mastering both the broadline and cash-and-carry distribution models.

From your EXPERTISE to ours

Key responsibilities for this position include:

• Serve as the primary headquarters contact for senior leadership (Merchandising, Purchasing, Sales Leadership) at US Foods, Restaurant Depot, GFS, Shamrock and Ben E. Keith.
• Develop and implement long-term Joint Business Plans (JBPs) with quarterly business reviews to share results and identify opportunities for mutual growth, including securing product slots and leading Lactalis’ brand and private label programs.
• Lead Lactalis Culinary’s timely submission of RFPs for accounts covered.
• Work collaboratively with redistribution and non-commercial leadership.
• Lead the negotiation and management of these national distributor programs, marketing allowances, and trade spend, ensuring maximum program compliance and positive Return on Investment (ROI).
• Track and report performance against all corporate-level metrics, including fines/fees.
• Facilitate collaborative selling and communication between our internal organization and the distributor's corporate and regional sales teams as well as our Broker sales force.
• Develop training and sales enablement programs to educate distributor sales consultants and Brokers to ensure our portfolio of products are prioritized for both independent and national account operators.
• Work with the Field Sales leaders and Broker on Trade programs to land new business and drive independent operator penetration nationally.
• Act as the senior point of escalation for complex issues, including supply chain challenges, contractual disputes, and high-level pricing, fines, fees, etc.
• Work to provide accurate forecasting insights, to ensure forecast accuracy and consistent service levels with our Demand Planning team.

METRICS & SUCCESS CRITERIA

You will be measured against specific, quantitative and qualitative KPIs, including but not limited to:

• Pound volume growth, contribution margin maintenance & improvement over time, and branded market share growth.
• Develop a mastery of internal financial metrics & data visualization tools (eg: Power BI) to deliver ROI on trade, contract spending and compliance.

WORK CONDITIONS

• Travel is required up to 25 – 35% monthly to attend customer regional events, national industry events/trade shows, and work with key accounts with our Broker team.
• Extended hours may be necessary depending on the project needs.
• This role is designated as Remote. Employees who live within a reasonable commuting radius of a Lactalis USA office will be expected to work on-site regularly in alignment with the Company’s Hybrid Work Policy. Employees who are not within commuting distance may work remotely. Due to frequent travel requirements, candidates should be able to reasonably support regular air travel for business needs.
• To fulfill these responsibilities, tools such as a computer, phone or, and / or allowance(s) may be provided.
• Demonstrate commitment to a safe working environment that promotes the health and well-being of all employees and that will further contribute to the Company’s overall performance and success.

From your STORY to ours

Qualified applicants will contribute the following:

• Bachelor’s degree in Business, Marketing or a related field is required.
• Minimum of 8+ years of experience in Foodservice Sales or related fields.
• Broker management, strong financial acumen and culinary background are pluses!
• Proven ability to manage a trade budget and possess a strong understanding or Foodservice supply chain procurement mechanics.
• Deep understanding of foodservice distribution logistics, pricing models (DSR, contract pricing), and the organizational structure of broadline distributors and redistributors.
• Demonstrated skills in consultative selling, high-stakes negotiations, and executive-level presentations.
• Expertise in managing and growing national distributor accounts; developing long-term strategies that align with distributor priorities and company objectives.
• Possesses strong negotiation skills and the ability to influence senior stakeholders (internal & external) to secure profitable agreements and prioritize company products over competitors.
• Relentlessly focused on achieving planned volume and profit growth. To include successful utilization of the distributor's sales force, broker network and Lactalis Field Sales teams.
• Committed to building trust-based relationships and delivering value-added solutions that enhance the distributor's own business operations and customer satisfaction.
• Proficient at analyzing reports, deriving insights from data, and translating complex market trends into actionable sales strategies.

At Lactalis, we offer a comprehensive Total Rewards Program with a variety of affordable benefits and coverage options. We support insurance costs significantly, contribute generously to retirement plans, and offer Paid Time Off from day one. We are committed to your professional growth, providing training and development opportunities, including Education Reimbursement. Join us and grow your career.

Lactalis is an equal employment opportunity employer. We will not discriminate against applicants with regard to any legally-recognized basis including, but not limited to: veteran status, race, color, religion, sex, national origin, age, marital status, sexual orientation, and physical or mental disabilities. Further, any division of the Company that is an Affirmative Action Employer will comply with all related legal obligations.