Partner Relationship Manager
Friendlier Company, Sacramento, CA, United States
About the Role:
Reporting to the CRO, the Partner Sales Manager is accountable for developing and closing strategic partnership opportunities within the US contract foodservice sector, with primary focus on Compass Group US, Sodexo, Aramark, and similar national operators. The role exists to establish scalable, long-term revenue partnerships by navigating complex, decentralized customer environments and converting regional engagements into national programs.
This is a high-impact, revenue-driving role responsible for unlocking and scaling Friendlier’s US growth through strategic partnerships with national foodservice operators.
Key Responsibilities
Owns partner sales outcomes within the US food services vertical
Primary responsibility for Compass Group US; secondary responsibility for other national contract foodservice operators as well as their corresponding purchasing entities (ie. Food Buy, Avendra, etc.)
Manages the full partner sales lifecycle from initial engagement through contract execution
Works cross-functionally to ensure solutions are operationally viable and commercially scalable
Partner Strategy & Sales Execution
Develop and execute account strategies for large, decentralized foodservice partners
Identify, engage, and influence decision-makers across procurement, operations, sustainability, culinary, and finance
Lead long-cycle, consultative sales processes including pilots, evaluations, and contract negotiations
Secure regional and national partnership agreements
Relationship Management
Build and maintain trusted relationships with stakeholders at national and regional levels
Serve as the primary commercial point of contact for assigned strategic partners
Maintain executive-level engagement to support expansion and renewal
Market & Industry Expertise
Maintain a strong understanding of the US contract foodservice industry and its operating models
Apply industry insights (e.g., sustainability requirements, cost pressures, operational constraints) to partner discussions
Monitor competitor activity and relevant market trends
Map out the partner’s organizational structure, including the structure of segments and build a strategy for engagement across the organization
Cross-Functional Collaboration
Partner closely with Operations to validate feasibility and readiness for multi-site deployment
Collaborate with Product and Customer Success to support pilots, onboarding, and expansion
Work with Marketing to inform industry-specific messaging and enablement materials
Pipeline, Forecasting & Reporting
Build and manage a qualified pipeline aligned with revenue targets
Accurately forecast deal progression and expected revenue
Maintain CRM discipline and partner documentation
Requirements
5+ years of B2B or partner sales experience
Demonstrate success selling into foodservice, hospitality, or other relevant large enterprises
Experience navigating large, complex, decentralized organizations
Track record of managing long, consultative sales cycles
Strategic account planning and execution
Executive-level communication and influence
Contract negotiation and commercial structuring
Cross-functional collaboration
High level of ownership, persistence, and follow-through
Ability to travel approximately 25% of the time
About the Company
Friendlier is a leading cleantech venture in Canada dedicated to simplifying the switch from single-use to reusable packaging. With our innovative turnkey reusable packaging solution, we aim to revolutionize the way businesses approach packaging, by making sustainability easy and accessible. Our mission is to drive positive environmental impact while offering convenience and cost savings to our clients.
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Reporting to the CRO, the Partner Sales Manager is accountable for developing and closing strategic partnership opportunities within the US contract foodservice sector, with primary focus on Compass Group US, Sodexo, Aramark, and similar national operators. The role exists to establish scalable, long-term revenue partnerships by navigating complex, decentralized customer environments and converting regional engagements into national programs.
This is a high-impact, revenue-driving role responsible for unlocking and scaling Friendlier’s US growth through strategic partnerships with national foodservice operators.
Key Responsibilities
Owns partner sales outcomes within the US food services vertical
Primary responsibility for Compass Group US; secondary responsibility for other national contract foodservice operators as well as their corresponding purchasing entities (ie. Food Buy, Avendra, etc.)
Manages the full partner sales lifecycle from initial engagement through contract execution
Works cross-functionally to ensure solutions are operationally viable and commercially scalable
Partner Strategy & Sales Execution
Develop and execute account strategies for large, decentralized foodservice partners
Identify, engage, and influence decision-makers across procurement, operations, sustainability, culinary, and finance
Lead long-cycle, consultative sales processes including pilots, evaluations, and contract negotiations
Secure regional and national partnership agreements
Relationship Management
Build and maintain trusted relationships with stakeholders at national and regional levels
Serve as the primary commercial point of contact for assigned strategic partners
Maintain executive-level engagement to support expansion and renewal
Market & Industry Expertise
Maintain a strong understanding of the US contract foodservice industry and its operating models
Apply industry insights (e.g., sustainability requirements, cost pressures, operational constraints) to partner discussions
Monitor competitor activity and relevant market trends
Map out the partner’s organizational structure, including the structure of segments and build a strategy for engagement across the organization
Cross-Functional Collaboration
Partner closely with Operations to validate feasibility and readiness for multi-site deployment
Collaborate with Product and Customer Success to support pilots, onboarding, and expansion
Work with Marketing to inform industry-specific messaging and enablement materials
Pipeline, Forecasting & Reporting
Build and manage a qualified pipeline aligned with revenue targets
Accurately forecast deal progression and expected revenue
Maintain CRM discipline and partner documentation
Requirements
5+ years of B2B or partner sales experience
Demonstrate success selling into foodservice, hospitality, or other relevant large enterprises
Experience navigating large, complex, decentralized organizations
Track record of managing long, consultative sales cycles
Strategic account planning and execution
Executive-level communication and influence
Contract negotiation and commercial structuring
Cross-functional collaboration
High level of ownership, persistence, and follow-through
Ability to travel approximately 25% of the time
About the Company
Friendlier is a leading cleantech venture in Canada dedicated to simplifying the switch from single-use to reusable packaging. With our innovative turnkey reusable packaging solution, we aim to revolutionize the way businesses approach packaging, by making sustainability easy and accessible. Our mission is to drive positive environmental impact while offering convenience and cost savings to our clients.
#J-18808-Ljbffr