Strategic Accounts Manager

About Us Odeko is the all-in-one operations and technology partner to more than 20,000 independent coffee shops, cafes and other food establishments. Through the Odeko web portal and mobile app, customers can purchase supplies from hundreds of national and local brands, track ordering trends, finance equipment, and access insurance. Customers that use Odeko can increase their revenue, reduce their environmental footprint, and save significantly on their cost of goods and time spent on vendor management. Odeko is on a mission to continuously develop technology to champion your neighborhood cafes, coffee shops, and other independent F&B establishments. Local coffee shops and cafes are the backbone of any given community, and we’re here to help manage the day-to-day tasks with a platform so intuitive, it’s kinda like magic. The Odeko team is diverse, passionate, and innovative. Our 400+ employees are spread across numerous departments and business lines, but are single-minded in our mission to develop technology to support the many needs of our customers. We believe that small businesses need support now more than ever, and that Odeko is uniquely positioned to provide that support. This individual contributor role owns Odeko's corporate and franchisor-level relationships across the Central region, ranging from a 10-location regional coffee brand to a multi-unit franchise system operating under a shared operating agreement. The objective: negotiate supplier programs, making Odeko the sole or primary distribution supplier; realizing operator compliance and program expansion. You'll step into an active, revenue-bearing portfolio, including key franchise systems requiring hands-on re-engagement. This role reports to the Senior Regional Sales Manager, Central Region. Key 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. What Success Looks Like • 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 Key Partners Operations, Procurement, Finance, Marketing, RevOps, Customer Success, & Local Sales Core Competencies • Cross-functional influence without authority — aligns teams and stakeholders around a shared plan despite having no direct oversight of those teams. • Dynamic account management — manages complex, multi-stakeholder agreements across several organizational layers (corporate, franchisee, site-level), building buy-in and program compliance. • Executive-level negotiation — comfortable overcoming objections and price pressure at the C-suite level to land profitable, mutually beneficial terms. • Relationship development at a distance — build trust and sustain strong relationships with geographically dispersed stakeholders through high-quality, value-added interactions. What We're Looking For • 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. • Experience in a fully remote, high-autonomy organization strongly preferred. Compensation & Location Can be based in Denver, CO; a major TX metro (Austin, DFW, Houston, or San Antonio); or Nashville, TN. Base salary range: $90,000 – $105,000, plus performance-based incentive tied to gross margin/portfolio growth, depending on experience and location. $130,000 OTE. Odeko is an Equal Opportunity Employer Odeko provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, genetics, veteran status, sexual orientation, or gender identity. What you’ll love about Odeko: • Fast-paced environment and growth opportunities - plenty of room for you to directly impact the company and enhance your career! • Competitive compensation, healthcare benefits, and opportunity for equity • Other great perks - Full lists of benefits available upon request Odeko is proud to be a diverse, equitable, and inclusive employer. We encourage all to apply regardless of educational background, race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status.