National Account Manager - Away from Home (AFH)
The Clorox Company
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Your role at Clorox:
The National Account Manager – is a strategic sales role within the Away from Home (AFH) business, responsible for driving sales growth, brand expansion and customer development.The National Account Manager will be responsible for driving and developing a Joint Business Plan (JBP) with each assigned AFH National Account, as outlined by the food business unit’s strategy and annual business plans. With a keen focus on new business development with Top 50 Technomic national restaurant operators (QSR, FSR, casual dining, etc.).
This role plays a pivotal part in achieving Clorox’s aggressive multi-year AFH growth target by FY28 by managing strategic national account partnerships within the Food Business Unit. This position also supports field sales acting as a thought partner to the AFH Zone Sales Managers with large regional chains. Success requires strong strategic selling, partnership leadership, and cross-functional collaboration to deliver revenue, profitability, and brand presence across commercial and non-commercial foodservice channels.
In this role, you will:
National Account New Business Development
Own end-to-end new business development for National Foodservice operators, from prospecting and targeting through close and execution, with a primary focus on Top 50 Technomic national restaurant brands.
Build and actively manage a national new-business pipeline, driving disciplined funnel management, conversion, and velocity.
Secure new branded wins by expanding operator portfolios through menu innovation, branded partnerships, and differentiated value propositions.
Lead the development and execution of Joint Business Plans (JBPs) with priority operators, aligning growth targets, innovation roadmaps, and commercialization plans.
Orchestrate cross-functional teams (Marketing, Culinary, R&D, Supply Chain, Finance) to co-create operator-specific solutions that unlock incremental new business and accelerate close
National Account Management of Strategic Partnerships
Lead AFH strategic national account partnerships, owning customer strategy, growth targets, objectives, and national execution frameworks.
Set and manage annual growth plans for assigned national accounts, including sales targets, national programs, and activation priorities.
Serve as the primary owner of the customer relationship, leading senior stakeholder engagement, communication, and joint planning.
Own all customer-facing sales strategy and execution at the national level, ensuring alignment and activation across Clorox Sales, Zone Sales Managers, and manufacturing partners.
Orchestrate cross-functional teams (Sales, Marketing, Finance, Supply Chain) to deliver consistent national execution, performance tracking, and accountability across regions.
Drive Business Planning and Strategy Development
Lead business planning process with national account partnerships. Ensure complete and execution plans that drive drives sales in geography and achieve results within trade spending budget
Apply a profitability lens in all negotiations, trade funding, and pipeline prioritization.
Own demand forecast inputs national account partnerships; partner with Supply Chain to ensure forecast accuracy, customer service levels, and service resilience.
Create and implement business plans that align with AFH business goals and objectives, delivering Sales, Profit, Margin, and Trade targets.
Provide feedback and thought leadership to internal teams and BU leadership on customer needs, AFH channel dynamics, and competitive insights to organize resources and drive growth.
Sales Business Plan - Deliver Financial Targets
Deliver assigned NCS, profit contribution, forecast accuracy, and trade ROI targets across accounts and partnerships.
Manage account-level and partner trade investments with discipline; ensure compliance with enterprise guardrails.
Manage trade funds associated with the account with no overspends.
Ensure account plans are not only communicated, but also executed on via ongoing collaboration with Clorox’s extended sales broker or manufacturing partner.
Engage our People as Owners
Provide leadership and direction to the Zone Managers team, modeling best-in-class selling, elevating branded partnerships, and strengthening account management.
Share frameworks, tools, and best practices to enable stronger pipeline development and execution at the zone level.
Create an environment that enables zone plans to be developed holistically, partnering with teammates across functions to achieve BU objectives
What we look for:
7+ years of progressive Foodservice/AFH sales experience with nationally branded food products.
Proven success in national operator account management with Technomic 50 operators and new business development.
Proven success in leading national branded marketing campaigns and activations with Technomic 50 operators.
Experience in broker leadership, including strategy, programming, and performance accountability.
Strong experience managing manufacturing or strategic supply partnerships (co-innovation, commercialization, joint planning).
Track record of delivering NCS, profit, and trade ROI targets in complex, matrixed organizations.
Culinary engagement experience — leading tastings, menu ideation, or customer innovation sessions.
Experience with CRM, Power BI, TPM, and industry tools (Technomic, Datassential).
Sales Leadership: Ability to merge brand expertise with a sales-driven approach to secure new business and expand accounts.
Strategic Thinking: Balances short-term delivery with long-term growth; connects account and partnership strategies to enterprise goals.
Financial Acumen: P&L fluency; strong trade management and profitability focus.
Partnership Management: Builds credibility with operators, brokers, and manufacturing partners; aligns them to AFH strategy.
Communication Impact: Distills insights into clear, actionable recommendations; strong in executive-level customer presentations.
Cross-Functional Collaboration: Influences Marketing, R&D, Culinary, Supply Chain, and Finance to deliver on customer needs.
Coaching & Mentorship: Develops Zone Managers by sharing best practices and frameworks for success.
Growth Mindset: Bold, innovative thinker with ability to anticipate challenges and scale solutions.
Relationships: Proven ability to build and maintain relationships with healthcare professionals and key decision-makers.
Travel Requirement
Ability to travel 30–40% of the time (more initially to build relationships with brokers, partners, and top operator accounts).
Workplace type:
This role will need to be able to primarily support the Central Zone, preference on Oakland, CA, Texas, and Atlanta Metro area. If talent sits within 50 miles of a Clorox office they will be in office 3x per week in accordance with the Hybrid 2.0 Policy.#LI-Hyrbid
Our values-based culture connects to our purpose and empowers people to be their best, professionally and personally. We serve a diverse consumer base which is why we believe teams that reflect our consumers bring fresh perspectives, drive innovation, and help us stay attuned to the world around us. That’s why we foster an inclusive culture where every person can feel respected, valued, and fully able to participate, and ultimately able to thrive. Learn more.
[U.S.]Additional Information:
At Clorox, we champion people to be well and thrive, starting with our own people. To help make this possible, we offer comprehensive, competitive benefits that prioritize all aspects of wellbeing and provide flexibility for our teammates’ unique needs. This includes robust health plans, a market-leading 401(k) program with a company match, flexible time off benefits (including half-day summer Fridays depending on location), inclusive fertility/adoption benefits, and more.
We are committed to fair and equitable pay and are transparent with current and future teammates about our full salary ranges. We use broad salary ranges that reflect the competitive market for similar jobs, provide sufficient opportunity for growth as you gain experience and expand responsibilities, while also allowing for differentiation based on performance. Based on the breadth of our ranges, most new hires will start at Clorox in the first half of the applicable range. Your starting pay will depend on job-related factors, including relevant skills, knowledge, experience and location. The applicable salary range for every role in the U.S. is based on your work location and is aligned to one of three zones according to the cost of labor in your area.
–Zone A: $128,000 - $252,200
–Zone B: $117,400 - $231,200
–Zone C: $106,700 - $210,200
All ranges are subject to change in the future. Your recruiter can share more about the specific salary range for your location during the hiring process.
This job is also eligible for participation in Clorox’s incentive plans, subject to the terms of the applicable plan documents and policies.
Please apply directly to our job postings and do not submit your resume to any person via text message. Clorox does not conduct text-based interviews and encourages you to be cautious of anyone posing as a Clorox recruiter via unsolicited texts during these uncertain times.
To all recruitment agencies: Clorox (and its brand families) does not accept agency resumes. Please do not forward resumes to Clorox employees, including any members of our leadership team. Clorox is not responsible for any fees related to unsolicited resumes.