January 18, 2022
Major Accounts Manager, Contract Accounts

Major Accounts Manager, Contract Accounts

Carlsbad, CA

Good Source is seeking a driven, talented, experienced and solutions driven business professional to join our Contract Sales Team as Major Accounts Manager, Contract Accounts, and play a critical role within the Sales Organization.

Position Summary:

Good Source is seeking a driven, talented, experienced and solutions driven business professional to join our Contract Sales Team as Major Accounts Manager, Contract Accounts, and play a critical role within the Sales Organization. This dynamic leader will be responsible for the growth and profitability of foodservice distribution sales with major account customers while supporting and driving the resources associated with the management of the Organization’s business development operations and current major account customers. Activities include planning, developing, budgeting, consistently meeting the sales and profitability plan, and collaborating to grow the major accounts contract business for the Organization while assisting major account customers with their overall distribution needs. The individual will have a strategy to supply products and services to major account customers and their distributors within various industry channels including customers such as foodservice management companies, multi-unit casino operators, seniors, sports and entertainment, and healthcare.  The individual should be able to evaluate, measure, and manage the department’s P&L (e.g., budgeting, expenditures, profitability, return-on-investment, etc.); ensuring volume/profit targets are met or exceeded.

This position will be primarily working directly with our clients’ procurement, culinary and management personnel to facilitate their product and service needs while supporting the needs of the Organization and the VP Client Solutions/Contract Accounts.  The successful candidate must be able to network within the industry with customers, suppliers, and colleagues, and build and maintain strong relationships at all levels within the industry and be able to provide creative solutions to become a valuable business partner.

Leadership Framework:

Performance expectations include exhibiting the following framework components; Core competencies appropriate for a sales role at this level, the ability to shape the future, and the ability to consistently deliver business results.  As an additional requirement, the individual can grow his or her standing within the Organization as the Contract Accounts grows, so it would be considered a plus if the individual can lead people.


  • Works closely with the Vice President of Client Solutions/Contract Sales to ensure full alignment on the goals and strategies for the Contract Accounts Team
  • Works closely with the Vice President of National Accounts, and the VP or Directors overseeing the Foodservice and Corrections sales departments.
  • Builds a strategic sales plan and platform that will drive consistent execution and results to meet or exceed our annual profit plan goals, working with the Leadership Team to support the needs and expectations of the Vice President and General Manager of the Organization.
  • Executes the business development strategy and helps develop processes and templates to facilitate additional business at a rapid pace while leveraging resources within the company such as logistics, procurement, marketing, accounting, I.T., finance and leadership.
  • Focused on servicing existing customers while helping secure new business in alignment with the company’s financial plan.
  • Creates annual operating plans that meet the expectations of the Company and Leadership as well as provide accurate forecasting.
  • Manages to that plan and delivers those results each quarter and annually.
  • Champions and leads performance management in all areas to include KPI’s focused on new customer growth, Sales and Piece Growth, GP$ generation, and Market Share increase.
  • Coaches, develops, and maintains the highest level of performance management throughout the entire sales cycle.
  • Provides consistent communication and feedback that ensures the trust of team, peers and leadership while recognizing the impact of change.
  • Serves as an ambassador for the Organization, both internally and externally, capable of inspiring support from a variety of stakeholders
  • Attends industry functions, such as association events and conferences, and provides feedback and information on market and creative trends
  • Participates in seminars, workshops and reading publications to stay current with trends.

Education and / or Experience:

Minimum: Bachelor’s degree in a related field or equivalent experience level, AND preferably 7+ years of multi-unit and multi-channel experience in a business-to-business professional environment with demonstrated success.


Travel is required at times for conferences, trade shows, and customer meetings and business reviews.  Travel is not currently expected due to Covid-19 restrictions.

Office Location:

Individual may office remotely from home, but must demonstrate a functional office environment within the household, however will be required to attend meetings in person from time to time at the Good Source Carlsbad office once Covid-19 restrictions are lifted. A desk will be provided at the office in Carlsbad if the individual plans to office there.


Individual must have internet and a cell phone to conduct business.  Company provides a laptop, office phone, and monitor, and reimburses for travel and business-related expenses.  Monthly charges for cell phone and internet will be reimbursed at 50%, however spousal share of those expenses is not permitted.  Mileage is reimbursed for business-related travel, currently at $.565 per mile.

Professional Skills:

  • Ability to comprehend and administer contracts
  • Ability to build consensus among cross-functional teams
  • Experience working with C-Level Executives including written, presentation and verbal communications
  • Proven ability to influence senior internal and external executives and stakeholders
  • Solid analytical problem-solving skills, including familiarity with analyzing reports & deriving insights from data
  • Ability to express information in terms of profit and loss, food cost and expense ratio
  • Strong financial acumen and ability to properly plan and execute business plans
  • Embraces change and is a champion of the Organization
  • Demonstrated ability to coach and mentor colleagues
  • Strong interpersonal skills and ability to work with and influence a variety of key stakeholders
  • Strong communication skills that provide for effective communications internally and externally
  • Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
  • Ability to meet deadlines and produce high-quality results with accuracy and thoroughness
  • Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
  • Proficient in social media communications and marketing
  • Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
  • Business acumen to manage sophisticated contract customers
  • Demonstrated experience with building trust with a prospective customer and securing new business
  • Proven negotiating skills with consultative selling and networking
  • Proactive, self-directed, with the ability to structure a weekly schedule to be successful
  • Understanding of sales and marketing principles, processes and procedures, product lines, supply chain, industry trends and industry channels within the foodservice industry segments
  • Ability to organize and execute participation in conferences and trade show exhibits
  • Food knowledge and ability to provide alternative menu options and solutions
  • Ability to make presentations to small and large audiences

If Interested in Applying:

This opportunity is available through Good Source Solutions and our corporate entity, GS Foods Group. We offer our associates the opportunity to grow, to contribute, and to serve others while helping our customers be successful. We are seeking talented and hard-working people to join us.  If you, or someone you know meets these qualifications and is interested, please contact:

Jim Worrall
Vice-President Client Solutions/Contract Sales

COVID-19 Precautions (as of January 2022):

  • On-site testing
  • Personal protective equipment and masks provided
  • Temperature screenings
  • Procedures in place while in-office
  • Sanitizing, disinfecting, and cleaning procedures in place

Affirmative Action Statement:

Applicants must be currently authorized to work in the United States.  We are proud to be an Equal Opportunity and Affirmative Action employer, and consider qualified applicants without regard to race, color, creed, religion, ancestry, national origin, sex, sexual orientation, gender identity, age, disability, veteran status or any other protected factor under federal, state or local law.

About Good Source Solutions

Good Source is a specialized food distributor with sophisticated procurement and logistical capabilities, serving a wide spectrum of value-focused end markets through a national network of facilities. Good Source’s products focus on center-of-plate with an offering that includes poultry, meats, pasta, fruits, vegetables, bakery items, beverages, appetizers, sides, and snacks. Additionally, the Company provides menu & recipe planning and value-added product enhancements addressing complex packaging, labeling, nutrition, and dietary requirements. Good Source serves thousands of public and private-sector customers in the education, correction, food service, healthcare, and non-profit markets, among others. Good Source was founded in 1989. Good Source has strong relationships with over 500 global, leading food manufacturers, and its sophisticated procurement system links suppliers with over 2,500 customers across the United States. The Company generates over $200 million in revenue annually.


About GS Foods Group

GS Foods Group is a nationally recognized supply system solving the complex needs of specialized food service partners. Established in October 2019, GS Foods Group is the parent company for Gold Star Food, Inc. and Good Source Solutions, Inc.


Major Accounts Manager: Click HERE to apply


Jim Worrall
Vice-President Client Solutions/Contract Sales
760-448-8209 JWorrall@GoodSource.com


We understand the unique needs of our employees and their families by offering comprehensive health coverage plans (medical, dental, and vision). Our competitive benefits package includes a flexible spending account, 401(K) retirement programs with company match, paid time off and vacation days, life insurance and disability plans, employee assistance plan and more.

Have any questions?

Feel free to contact us with any general questions you may have.

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