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 within the national foodservice community.
• Perform other duties as assigned.

BASIC QUALIFICATIONS:

• Bachelor’s degree required.
• Minimum of five (5) years of national foodservice sales experience (back-of-house preferred).
• Demonstrated success managing national or multi-regional accounts.
• Proven track record of new business acquisition and revenue growth.
• Established network of foodservice operators, distributors, and brokers.
• Experience working with regional specialty distributors.
• Experience managing broker networks and distributor partnerships.
• Ability to travel approximately 50%.
• Experience successfully working in a remote environment.

PREFERRED QUALIFICATIONS:

• Experience within a premium, specialty, or natural food/beverage brand.
• Background in beverage program development.
• Strong understanding of foodservice distribution models.
• Experience scaling emerging brands nationally.
• Passion for tea, botanicals, or specialty beverage programs.

COMPETENCIES:

• Strategic national account leadership.
• Hunter mindset with disciplined execution.
• New business development expertise.
• High-level negotiation skills.
• Distributor and broker management.
• Entrepreneurial drive and self-motivation.
• Executive presence.
• Strong pipeline management and forecasting discipline.
• Resilience and adaptability.
• Ability to thrive in a fast-paced, growth-orientated environment.

TRAVEL:

Approximately 50% of travel required, including national trade shows, distributor meetings, account visits, and industry events.

PHYSICAL DEMANDS

This role operates in a remote and field-based sales environment. Frequent air and ground travel is required. Extended standing and walking may occur during trade shows and account visits. Occasional lifting of up to 25 pounds (samples, marketing materials, trade show materials) may be required.

Mentally, this role requires strategic decision-making, independent prioritization, management of national revenue targets, and the ability to perform effectively in a competitive, growth-focused environment.

The Republic of Tea is an Equal Opportunity Employer