National Chains Account Manager

Priority will be given to applicants living within the Eastern or Central time zones, for customer account coverage and growth.

The National Chains Account Manager is responsible for managing and growing a portfolio of strategic chain, multi-unit, and emerging restaurant accounts across the Eastern and Central time zone regions. This role owns customer relationships at the corporate level, develops growth strategies, and partners with distributors and internal cross-functional teams to expand Libbey's presence within assigned accounts. The position manages approximately $18 million in annual sales and plays a critical role in protecting existing business, identifying new opportunities, and delivering profitable growth across the multi-unit foodservice segment.

RESPONSIBILITIES

• Manage and grow a portfolio of strategic chain, multi-unit, and restaurant group accounts.
• Develop and execute account strategies that drive profitable sales growth, market share expansion, and customer retention.
• Build and maintain relationships with key decision-makers including purchasing, culinary, operations, beverage, and supply chain leaders.
• Identify and convert new business opportunities within existing accounts while pursuing targeted prospect opportunities.
• Serve as the primary point of contact for assigned customers and coordinate cross-functional resources to support customer objectives.
• Partner with national and regional distribution organizations to strengthen channel relationships and maximize market penetration.
• Lead annual business planning, forecasting, pricing discussions, contract negotiations, and customer reviews.
• Analyze customer trends, market dynamics, and competitive activity to uncover growth opportunities and mitigate risks.
• Collaborate with product management, customer service, supply chain, and marketing teams to deliver solutions that meet customer needs.
• Represent Libbey at industry events, trade shows, customer meetings, and conferences.
• Maintain accurate account plans, opportunity pipelines, forecasts, and customer information within company systems.
• Support Libbey's commitment to collaboration, inclusion, innovation, and customer success.

REQUIREMENTS & QUALIFICATIONS

• Bachelor’s degree required; preferred in Business, Marketing, Hospitality, or related field.
• 5+ years of foodservice, hospitality, distribution, or related B2B sales experience.
• Experience managing chain, multi-unit, or national account relationships preferred.
• Demonstrated success growing strategic customer accounts and delivering sales results.
• Strong business acumen with experience in forecasting, pricing, contract negotiations, and customer planning.
• Ability to analyze sales trends and customer data to develop actionable growth strategies.
• Excellent relationship-building, communication, and presentation skills.
• Proven ability to work independently while collaborating effectively across functions.
• Willingness to travel up to 40%.
• Proficiency in CRM, sales planning, and Microsoft Office tools.

BEHAVIORAL COMPETENCIES FOR SUCCESS

• Take Control: ask for the direction and support you need to attain mastery of your objectives and ownership of your professional development.
• Be Engaged & Committed: lean in to learn, engage, and contribute, resulting in increased performance and personal satisfaction from your work.
• Be Accountable: hold yourself responsible for achieving your goals and successfully executing against the organization’s initiatives.
• Continuous Improvement Mindset: Act with curiosity, proactively identifying and implementing changes to enhance work processes and outcomes. Consistently seek opportunities to improve efficiency, quality, and overall effectiveness.

SALES COMPETENCIES FOR SUCCESS

• Customer & Market Understanding: Demonstrate a strong understanding of customers, end users, and the broader market, including key trends, competitive dynamics, and business drivers. Anticipate customer needs by proactively identifying challenges and uncovering opportunities that lead to future projects. Use insights into customer behavior, product usage, and buying patterns to position Libbey solutions in a way that delivers value beyond the immediate order.

• Cross-Functional Partnership: Partner effectively across Sales, Sales Operations, Marketing, Customer Service, Supply Chain, and other internal teams to deliver consistent, high-value customer experiences. Align resources and expertise to execute account strategies, solve customer challenges, and drive coordinated outcomes. Demonstrate a “One Commercial” mindset by ensuring alignment across functions in how we plan and execute. Leverage Libbey’s operating rhythms to drive alignment, accountability, and effective solutions.
• Negotiating and Communication: Communicate Libbey’s value through compelling sales stories that connect products, data, and insights to customer needs. Negotiate mutually beneficial outcomes by effectively balancing interests, building trust, and navigating differing perspectives through preparation, active listening, and adaptability to reach agreements that create value for all parties. Influence customer decisions by clearly articulating recommendations, guiding customers toward what they need, and elevating conversations beyond price and availability.
• Account Growth and Management: Develop and execute strategic account plans for key accounts and high-potential customers by aligning Libbey’s commercial priorities with customer objectives. Proactively drive growth through share expansion, profitability, and long-term partnerships, supported by disciplined planning, accountability, and execution of new and existing programs.