Partner Relationship Manager

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 ResponsibilitiesOwns partner sales outcomes within the US food services verticalPrimary 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 executionWorks cross-functionally to ensure solutions are operationally viable and commercially scalablePartner Strategy & Sales ExecutionDevelop and execute account strategies for large, decentralized foodservice partnersIdentify, engage, and influence decision-makers across procurement, operations, sustainability, culinary, and financeLead long-cycle, consultative sales processes including pilots, evaluations, and contract negotiationsSecure regional and national partnership agreementsRelationship ManagementBuild and maintain trusted relationships with stakeholders at national and regional levelsServe as the primary commercial point of contact for assigned strategic partnersMaintain executive-level engagement to support expansion and renewalMarket & Industry ExpertiseMaintain a strong understanding of the US contract foodservice industry and its operating modelsApply industry insights (e.g., sustainability requirements, cost pressures, operational constraints) to partner discussionsMonitor competitor activity and relevant market trendsMap out the partner's organizational structure, including the structure of segments and build a strategy for engagement across the organizationCross-Functional CollaborationPartner closely with Operations to validate feasibility and readiness for multi-site deploymentCollaborate with Product and Customer Success to support pilots, onboarding, and expansionWork with Marketing to inform industry-specific messaging and enablement materialsPipeline, Forecasting & ReportingBuild and manage a qualified pipeline aligned with revenue targetsAccurately forecast deal progression and expected revenueMaintain CRM discipline and partner documentationRequirements5+ years of B2B or partner sales experienceDemonstrate success selling into foodservice, hospitality, or other relevant large enterprisesExperience navigating large, complex, decentralized organizationsTrack record of managing long, consultative sales cyclesStrategic account planning and executionExecutive-level communication and influenceContract negotiation and commercial structuringCross-functional collaborationHigh level of ownership, persistence, and follow-throughAbility to travel approximately 25% of the timeAbout the CompanyFriendlier 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