Note: The job is a remote job and is open to candidates in USA. Odeko is an all-in-one operations and technology partner serving independent coffee shops, cafes, and other food establishments. The Strategic Accounts Manager will own corporate and franchisor-level relationships across the Central region, negotiating supplier programs, driving operator compliance, and expanding account penetration. This individual contributor will manage complex purchasing agreements, coordinate cross-functionally, and support franchise activation and win-back efforts.
Responsibilities
- Negotiate and manage system-wide purchasing agreements - pricing, product selection, inventory, logistics, and last-mile service - with franchisors, retailers, restaurants, and corporate buying groups
- Overcome program objections and price pressure to strengthen margin and steer accounts toward Odeko's key, strategic products
- Run the two-step franchise motion: land the brand-level agreement, then support local field capture for door-level execution, staying involved through activation rather than handing off and moving on
- Own franchise win-back for stalled or at-risk accounts, accountable for real franchisee-level penetration, not just a signed corporate contract
- Support site leaders, franchisees, and other in-account stakeholders directly, ensuring agreements translate into working relationships at every level of the account
- Coordinate cross-functionally with Operations, Procurement, Finance, and Central region field sales to align on inventory, pricing, service levels, and local execution - without direct authority over those teams
- Partner day-to-day with the Central region field team, who carry local relationships and account execution
- Report on system-wide penetration, renewal timing, and margin terms for each brand relationship, and identify new centralized-buying targets as they enter the market
- Hunt, negotiate, and close $2M in new business
- Leverage strategic vendors to drive top-line and gross margin growth
- Achieve 25% franchise win-back within the existing book of business
- Develop repeatable go-to-market programs for new account activation and expansion
Skills
- 5+ years managing multi-unit, corporate-level accounts — backgrounds in foodservice, beverage, allied distribution, or B2B account management all relevant
- 2+ years negotiating complex purchasing agreements with corporations, franchisors, chain accounts, or buying groups
- Strong track record of account management spanning multiple internal and external organizational levels and stakeholders
- Solution-oriented, strategic thinker — comfortable developing new program ideas and selling them internally and externally
- Comfortable using data and technology to drive sales outcomes for the company and its customers
- Fluency with CRM tools (HubSpot or similar) to track account status, contract terms, and penetration
- Can be based in Denver, CO; a major TX metro (Austin, DFW, Houston, or San Antonio); or Nashville, TN
- Experience in a fully remote, high-autonomy organization strongly preferred
Benefits
- Performance-based incentive tied to gross margin/portfolio growth, depending on experience and location.
- Healthcare benefits
- Opportunity for equity
- Growth opportunities and room to directly impact the company and enhance your career
Company Overview