Local Contract Account Executive

The Account Executive – Local Contract Department is responsible for driving profitable sales growth within assigned local, multi-unit, and contract-managed accounts. This role serves as a strategic business partner to customers, delivering customized foodservice solutions while maximizing contract compliance, margin, and market share within each Local Contract account.

The Account Executive builds strong, consultative relationships, identifies growth opportunities, and coordinates internal resources to deliver best-in-class service, execution, and customer success.

Benefits for Harbor Team Members include paid vacation, sick, personal and holidays, medical, dental, vision, and life insurance, 401(k) retirement plan with a generous employer match and Employee Assistance Program

The pay range is between $ 80,000.00 annually and $ 100,000.00 annually.

Account Management & Relationship Development
• Build and maintain executive-level relationships with key contract customers
• Serve as the primary point of contact for all customer needs and escalations
• Conduct structured business reviews focused on performance, opportunities, and value creation 2
• Act as a trusted advisor by providing proactive ideas, insights, and solutions

Sales Growth & Contract Execution
• Achieve monthly, quarterly, and annual sales and gross profit targets
• Drive contract compliance and maximize participation across all applicable locations
• Identify and execute growth strategies within existing accounts (penetration).
• Prospect and develop new local contract opportunities.

Strategic Account Planning
• Develop and execute account-specific business plans aligned with customer goals
• Analyze customer data, purchasing behavior, and market trends to drive results
• Identify gaps, opportunities, and risks within each account

Cross-Functional Leadership
• Coordinate internal resources (Procurement, Category Management, QIA, Finance, Marketing, Transportation, and Warehouse) to deliver customized solutions.
• Lead execution of new account onboarding to ensure we under promise and over deliver on our service commitment.

Operational & Financial Management
• Manage pricing strategy, bids, and contract terms
• Monitor margin, cost-to-serve, and overall account profitability
• Support collections and ensure timely resolution of account balances

Industry Leadership & Market Awareness
• Stay informed of industry trends, pricing dynamics, and competitive activity
• Represent the company at industry events, food shows, and customer engagements
• Position Harbor as a strategic partner delivering value beyond product

Other duties as assigned.

Education & Experience
• High school diploma required; bachelor’s degree preferred
• 2 + years of foodservice sales, contract sales, or account management experience
• Proven track record of providing exceptional service

Core Competencies
• Strong relationship-building and executive communication skills
• Strategic thinking and business acumen (margin, pricing, contract structure)
• Ability to analyze data and drive actionable insights
• Negotiation and closing skills
• Highly organized with strong time and territory management

Technical & Other Requirements
• Proficiency with CRM systems and sales tools 9
• Valid driver’s license and ability to travel regularly within assigned territory

Key Success Metrics
• Sales growth and contract revenue performance
• Gross margin and profitability
• Contract compliance and penetration rates
• Customer retention and satisfaction
• New business development within the target segment

Position Impact
This role is critical to the success of the Local Contract Department, ensuring that key customers receive consistent, high-value service while driving sustainable, profitable growth for the organization. The Account Executive plays a central role in strengthening long-term partnerships and positioning Harbor Foodservice as a trusted, solutions-based distributor.

Equal Employment Opportunity Employer M/F/Vets/Disabled