Account Executive, National Accounts - Strategic Growth

Position Summary The Account Executive is a growth-driven sales role focused on hunting for new opportunities and driving profitability across National Accounts, MURC, and GPO partnerships. Unlike account management roles that emphasize farming existing customers, this position is responsible for securing new accounts, penetrating white space, and expanding TriMark’s market presence. This role requires a dynamic and results-oriented professional with exceptional prospecting skills, experience navigating Group Purchasing Organization (GPO) environments, the ability to develop relationships with senior decision-makers, and a track record of winning profitable new business. The Account Executive will partner with leaders across the organization—including SGT, GPO, and regional leadership—to identify, pursue, and convert opportunities that drive measurable growth. Essential Functions & Responsibilities New Business Development Identify, prospect, and secure new national account, MURC, and GPO partnerships. Develop and maintain relationships with key stakeholders within Group Purchasing Organizations (GPOs), including contract administrators, sourcing leaders, and member organizations. Pursue white space growth opportunities by penetrating untapped markets and expanding share of wallet within target sectors. Develop strong relationships with senior decision-makers and serve as the primary driver of new business opportunities. Sales Strategy & Execution Develop and execute sales strategies aligned with company goals to maximize profitability and growth. Partner with internal leaders (SGT, GPO, Regional and National teams) to build integrated strategies that expand TriMark’s footprint. Leverage market research, industry insights, GPO contract opportunities, and competitive intelligence to position TriMark solutions effectively. Identify opportunities to increase utilization of existing GPO contracts while pursuing new contract access points and partnerships. Quoting, Proposals & Negotiation Create and deliver compelling proposals and presentations that clearly articulate value and differentiation. Negotiate terms, pricing, and agreements that balance customer satisfaction with company profitability. Work collaboratively with GPO stakeholders and internal teams to ensure compliance with contract requirements and pricing structures. Secure long-term, profitable contracts that strengthen TriMark’s position with major accounts. Performance & Pipeline Management Build and maintain a robust pipeline of qualified prospects and opportunities. Track and report on sales activity, pipeline health, revenue growth, and GPO-related opportunity performance against assigned targets. Provide leadership with actionable insights to refine go-to-market strategies and identify emerging opportunities. Cross-Functional Collaboration Partner with Inside Sales, Customer Service, and affiliated Account Managers to ensure smooth onboarding and long-term account transition. Work closely with operations, supply chain, finance, and contract administration teams to ensure new opportunities are implemented profitably and aligned with GPO requirements. Serve as a connector between customer needs, GPO expectations, and TriMark’s internal capabilities. Competencies Proven hunter mentality with strong prospecting, lead generation, and closing skills. Experience working with Group Purchasing Organizations (GPOs), including understanding contract structures, member engagement, and compliance expectations. Strategic thinker who can identify and capitalize on growth opportunities, including white space expansion. Strong communicator with excellent presentation and negotiation skills. Ability to build executive-level relationships and influence key decision-makers. Highly collaborative, able to align cross-functional teams behind growth objectives. Data-driven approach to evaluating pipeline health and prioritizing opportunities. Qualifications & Experience Bachelor’s degree in Business Administration, Marketing, or related field, or equivalent military/practical experience. 2–4 years of experience in sales, business development, or new account acquisition with proven success in securing profitable contracts. Experience managing or supporting relationships with Group Purchasing Organizations (GPOs), national accounts, or multi-unit regional chain (MURC) customers preferred. Familiarity with foodservice distribution, procurement, contract sales, or healthcare/hospitality purchasing environments strongly desired. Foodservice, hospitality, or related industry experience strongly desired. Proficiency in CRM software (Salesforce, HubSpot) and Microsoft Office Suite. Ability to successfully pass a background check post-offer acceptance.