National Account Manager - Hotel Management Companies

Summary

The National Account Manager (NAM), Hotel Management Companies owns the third-party hotel management company and Real Estate Investment Trust (REIT) owner relationships for La Colombe. Hotel management companies operate large multi-brand portfolios on behalf of owners — a single yes at the management company level can deliver portfolio-wide conversion across many brands and properties simultaneously. The NAM is responsible for building portfolio-level approval, driving multi-brand conversion programs, and securing rollout playbooks across the management company footprint.

Responsibilities

Account Ownership — Management Companies and REIT Owners

• Build executive relationships at the corporate level and across regional Food & Beverage (F&B) leadership within leading hotel management companies.
• Own Real Estate Investment Trust (REIT) owner relationships within leading lodging-focused REITs.
• Position La Colombe as a portfolio-wide approved supplier where management companies influence purchasing decisions.
• Drive multi-brand conversion programs by creating rollout strategies when management companies approve La Colombe across their portfolios.

Strategic Planning and Programming

• Develop and execute named-account business plans focused on distribution growth, account programming, and trade investment.
• Drive product placement, beverage program penetration, and menu integration across assigned customer brands.
• Build customized Joint Business Plans (JBPs) that align with customer goals and deliver mutual value.
• Manage Request for Proposal (RFP) cycles, Group Purchasing Organization (GPO) approval pathways, and contract renewals, including per-serving cost modeling and competitive positioning.

Relationship Management

• Build strong relationships with key decision makers and stakeholders across corporate, brand, regional, and property levels.
• Negotiate contracts that drive execution and programming while maintaining appropriate trade spend levels.
• Develop customized presentations using business insights to address customer needs and secure execution and programming wins.
• Lead business reviews and hold partners accountable to agreed-upon goals and program performance.
• Participate in relevant trade shows and industry conferences.

Cross-Functional Partnership

• Partner with field sales teams to support property-level execution across key accounts.
• Collaborate with service operations on equipment standards, installation pipelines, and preventive maintenance plans.
• Partner with channel marketing on co-op programs, customer-facing materials, and brand activations.
• Collaborate with product and delivery system teams on on-tap product deployments where applicable.

Reporting and Pipeline Discipline

• Maintain Customer Relationship Management (CRM) records following meaningful customer interactions.
• Provide consistent pipeline updates and forecasts to the Sr. Director, Hospitality.
• Support Quarterly Business Review (QBR) and annual planning processes through account-level revenue, margin, and program performance reporting.

Requirements

• 7+ years of Consumer Packaged Goods (CPG) Away From Home (AFH) sales experience, with significant time managing hotel, premium restaurant, or chain accounts at the national level.
• Proven track record managing multi-level chain buyer organizations — corporate procurement, brand Food & Beverage (F&B) leadership, regional operations, and Group Purchasing Organization (GPO) relationships.
• Direct experience with chain Request for Proposal (RFP) cycles, contract negotiation, and per-serving cost modeling.
• Strong familiarity with the GPO landscape preferred.
• Self-motivated, entrepreneurial mindset; able to work independently in a remote environment.
• Strong analytical, presentation, and negotiation skills.
• Proficiency in Microsoft Excel and PowerPoint; Customer Relationship Management (CRM) proficiency (HubSpot or equivalent) required.
• Prior experience selling into hotel management companies or Real Estate Investment Trust (REIT) owners strongly preferred.
• Comfort navigating multi-brand portfolios and franchisee/owner-operator decision structures.
• Track record of converting a single corporate approval into multi-property rollout.

EDUCATION

• Bachelor’s degree required; advanced degree a plus.

TRAVEL

• 30–50% travel — primarily to customer headquarters and leading premium properties.

About Us

Chobani is a food maker with a mission of making high-quality and nutritious food accessible to more people, while elevating our communities and making the world a healthier place. In short: making good food for all. In support of this mission, Chobani is a purpose-driven, people-first, food-and-wellness-focused company, and has been since its founding in 2005 by Hamdi Ulukaya, an immigrant to the U.S. The Company manufactures yogurt, oat milk, and creamers – Chobani yogurt is America's No.1 yogurt brand, made with natural ingredients without artificial preservatives. Following the 2023 acquisition of La Colombe, a leading coffee roaster with a shared commitment to quality, craftmanship and impact, the Company began selling cold-pressed espresso and lattes on tap at cafés nationwide, as well as Ready to Drink (RTD) coffee beverages at retail. In 2025, Chobani acquired Daily Harvest, a modern brand offering consumers nutritious, delicious and convenient ready-to-make meals.

Chobani uses food as a force for good in the world – putting humanity first in everything it does. The company's philanthropic efforts prioritize giving back to its communities and beyond. Chobani manufactures its products in New York, Idaho, Michigan and Australia, and its products are available throughout North America and distributed in Australia and other select markets.