National Account Manager - Foodservice
The Republic of Tea is a progressive and socially conscious business recognized as a leading purveyor of nearly 400 all-natural premium teas, herbs and gifts. We enrich people’s lives through great-tasting teas, education and innovation while championing a “Sip by Sip Rather Than Gulp by Gulp” lifestyle. In keeping with our whimsical identity as an independent Republic, we refer to our employees as Ministers, sales representatives as Ambassadors, consumers as Citizens and our retail partners as Embassies. As a family-owned company, we are dedicated to sharing our prosperity through meaningful philanthropic partnerships and creating opportunities for learning and growth within our TEAm. Join us and become part of a collaborative, purpose-driven culture—where you can grow your career, expand your network, and help lead the tea revolution.
POSITION SUMMARY:
The National Account Manager – Foodservice is responsible for leading the national growth strategy for The Republic of Tea ’s Foodservice channel in partnership with the VP of Sales. This role is accountable for driving new business development and executing channel strategy across national and regional accounts, specialty distributors, and upscale foodservice operators.
The ideal candidate is a seasoned national foodservice sales leader with an established industry network, strong distributor relationships, and a demonstrated history of opening doors and closing strategic accounts. The National Account Manager operates with an entrepreneurial, hunter mindset — proactively identifying opportunities, building national partnerships, and executing growth strategies that expand brand presence and revenue.
This remote position requires approximately 50% travel and the ability to effectively manage accounts, distributors, brokers, and operators across multiple regions.
ESSENTIAL RESPONSIBILITIES:
National Business Development & Strategic Growth
- Develop and execute a national foodservice growth strategy aligned with company revenue objectives and long-term expansion goals.
- Identify, prospect, and secure new national and multi-regional accounts to expand brand distribution and revenue.
- Leverage an established foodservice network to accelerate market penetration.
- Proactively pursue new distribution opportunities within regional specialty and premium distributors.
- Open doors, build relationships, and convert high-potential opportunities into long-term, scalable revenue streams.
- Drive national expansion within upscale, premium, and specialty foodservice environments.
Account Leadership & Distributor Management
- Own and grow key national and multi-regional accounts.
- Lead broker and distributor relationships to ensure alignment, accountability, and measurable results.
- Partner with regional specialty distributors to expand brand visibility and pull-through.
- Negotiate pricing structures, contracts, and partnership agreements.
- Collaborate cross-functionally to ensure successful execution and service excellence.
- Maintain strong forecasting discipline, pipeline management, and revenue tracking.
Consultative Selling & Program Development
- Partner with operators to analyze beverage programs and develop customized tea and botanical solutions that enhance profitability.
- Present strategic, high-impact sales proposals (in-person and virtual) to executive-level decision makers.
- Create scalable programs that drive operator profitability and elevate the premium brand positioning of The Republic of Tea .
- Maintain strong forecasting discipline and pipeline management.
Market Intelligence & Brand Stewardship
- Maintain deep understanding of national foodservice trends, competitive landscape, and distribution dynamics.
- Represent The Republic of Tea at national trade shows and industry events.
- Provide strategic insight into internal TEAms regarding product innovation and channel strategy.
- Function as a brand ambassador for The Republic of Tea