Key Account Manager, Northeast Strategic Regional Chains
The Campbell's Company · Field · $117,600–$161,700 (stated in the posting)
Since 1869, we've connected people through food they love. We’re proud to be stewards of amazing brands that people trust. Our portfolio includes the iconic Campbell’s brand, as well as Cape Cod, Chunky, Goldfish, Kettle Brand, Lance, Late July, Pacific Foods, Pepperidge Farm, Prego, Pace, Rao’s Homemade, Snack Factory, Snyder’s of Hanover. Swanson, and V8.
Here, you will make a difference every day. You will be supported to build a rewarding career with opportunities to grow, innovate and inspire. Make history with us.
Why Campbell’s…
- Benefits begin on day one and include medical, dental, short and long-term disability, AD&D, and life insurance (for individual, families, and domestic partners).
- Employees are eligible for our matching 401(k) plan and can enroll on the first day of employment with immediate vesting.
- Campbell’s offers unlimited sick time along with paid time off and holiday pay.
- If in WHQ – free access to the fitness center. Access to on-site day care (operated by Bright Horizons) and company store.
- Giving back to the communities where our employees work and live is very important to Campbell’s. Our “Campbell’s Cares” program matches employee donations and/or volunteer activity up to $1,500 annually.
- Campbell’s has a variety of Employee Resource Groups (ERGs) to support employees.
HOW YOU WILL MAKE HISTORY HERE…
As a Regional Chain Account Manager, you will own the end-to-end commercial performance of an assigned regional portfolio of strategic National and Regional Chain operators. You will play a critical role in delivering the Commercial team's growth mandate by defending and expanding existing customer relationships while aggressively pursuing new business opportunities. Through strategic account leadership, innovation selling, and strong cross-functional collaboration, you will drive profitable growth, strengthen customer partnerships, and shape the future of our chain business.
Based on the assigned regional portfolio, applicants located in PA, NJ, DE, MD are highly preferred.
WHAT YOU WILL DO…
Own an assigned portfolio of National and Regional Chain customers with full accountability for revenue, margin, trade investment, and overall P&L performance.
Execute a dual-growth mandate by protecting and growing existing business while identifying, pursuing, and converting new customer opportunities within assigned accounts and territories.
Develop and lead customer strategies and Joint Business Plans (JBPs) aligned to category priorities, customer segmentation strategies (Accelerate, Grow, Sustain, Maintain), and overall commercial objectives.
Drive innovation adoption, menu expansion, and concept sell-in opportunities by partnering with customers and collaborating closely with R&D, Culinary, and Marketing teams.
Build and maintain strong relationships across customer organizations, including operator headquarters, senior leadership, and C-suite stakeholders.
Serve as the primary commercial contact and trusted advisor for assigned chain accounts.
Lead negotiations for complex commercial agreements and multi-year contracts while ensuring alignment with corporate guidelines and financial objectives.
Own customer forecasting inputs, including innovation timing, promotional activities, menu launches, distribution assumptions, and volume projections.
Maintain accurate pipeline management, opportunity tracking, forecasting, and customer information within CRM and commercial planning tools.
Monitor and communicate market trends, competitive activity, pricing dynamics, and operator insights to influence commercial strategy and innovation priorities.
Prioritize selling efforts toward the highest-value opportunities, including strategic chain accounts, whitespace opportunities, and competitive conversion targets.
Partner with Distributor Execution leadership, Field Sales, and cross-functional stakeholders to ensure successful execution of customer strategies.
Proactively identify risks and opportunities and implement action plans to protect existing business and accelerate growth.
Coordinate with broker partners and regional business managers to maintain clear customer ownership, aligned priorities, and effective coverage across customer and distributor networks.
Leverage Sales Operations resources for analytics, trade governance, reporting, and operational support.
WHO YOU WILL WORK WITH…
National and Regional Chain customer stakeholders, including operator headquarters teams and executive leadership.
Commercial and Sales leadership teams.
Research & Development (R&D), Culinary, and Marketing partners.
Distributor Execution leaders and Field Sales teams.
Sales Operations teams providing analytics, trade governance, forecasting, and broker network support.
Broker partners and Regional Business Managers.
Cross-functional teams supporting customer growth, innovation, and execution.
WHAT YOU BRING TO THE TABLE… (MUST HAVE)
Bachelor's degree.
5+ years of progressive customer-facing commercial experience within the CPG industry.
Demonstrated experience managing customer P&L performance at a $50M+ business scale.
Proven track record of driving both base-business growth and new business acquisition.
Strong executive presence with experience engaging customer headquarters and C-suite stakeholders.
Proven negotiation skills with experience leading strategic commercial agreements and contract discussions.
Experience managing National and/or Regional Chain accounts, including understanding of RFP processes, menu cycles, distributor execution, and multi-region rollouts.
Experience partnering cross-functionally to deliver customer-focused innovation and commercial solutions.
Strong analytical, forecasting, pipeline management, and business planning capabilities.
Ability to operate effectively in a highly matrixed environment and influence across functions.
Willingness and ability to travel approximately 40–50%.
IT WOULD BE GREAT IF YOU HAVE… (NICE TO HAVE)
MBA or other relevant advanced degree.
Foodservice, QSR, or Chain-account experience.
Experience leading multi-year strategic customer agreements.
Strong understanding of operator menu development and innovation commercialization.
Experience working closely with distributor networks and broker organizations.
Advanced knowledge of CRM, forecasting, and commercial planning systems.
Experience supporting enterprise growth strategies within large, complex commercial organizations.
Working Requirements
Remote, region-based position (East or West region depending on assignment).
Approximately 40–50% travel for customer meetings, food shows, operator visits, and periodic Camden headquarters engagements.
Active member of the Commercial / QSR, Specialty Co. team.
Key Success Measures
Delivery of annual operating plan (AOP) targets across revenue, margin, and trade investment performance.
Successful development, execution, and achievement of customer Joint Business Plans (JBPs).
Growth of new business pipeline and achievement of conversion and revenue targets.
Innovation adoption and menu placement across assigned chain accounts.
Negotiation and execution of strategic multi-year agreements within established commercial guardrails.
Sustainable growth and retention of assigned National and Regional Chain customer relationships.
Compensation and Benefits:
The target base salary range for this full-time, salaried position is between
$117,600-$161,700Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training. Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.
The Company is committed to providing equal opportunity for employees and qualified applicants in all aspects of the employment relationship, including consideration for employment, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, protected veteran status, disability, age, religion, or any other classification protected by law.