Director, Sales – National Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of generating profitable revenue growth and momentum across national and regional accounts and channels, such as Target and Kroger.

• Drive account-specific strategies centered on high-velocity products, fostering buyer relationships, and securing new opportunities for doors, items, and banner expansions.

• Guide brokers through key performance indicators (KPIs), structured planning, and monthly scorecard evaluations.

• Manage customer interactions and planning tools, including Confido and HubSpot.

• Develop account plans that achieve revenue, distribution, velocity, and profitability goals.

• Oversee sales-controllable profit and loss (P&L) lines, including net revenue and trade rate, collaborating with Finance, Marketing, and Supply Chain on forecasting and trade strategies.

• Identify barriers to execution, market changes, and unusual performance indicators, while proposing commercially feasible solutions.

• Lead annual operating plan (AOP), promotional calendars, category and line reviews, and the introduction of new items.

• Use data-driven insights to influence buyers on pricing, promotions, shelf placement, and product assortment.

• Organize regular in-person meetings with buyers and prepare run-of-show plans prior to market or account visits.

• Establish processes for line-review preparation and distribute monthly scorecards to buyers and broker partners.

• Cultivate relationships and serve as an insights leader beyond the line-review process.

• Direct brokers through business planning, routines, and accountability for objectives.

• Transform strategic direction into actionable plans with brokers and distributors.

• Ensure that broker execution aligns with brand objectives, supply chain realities, and customer expectations.

• Conduct monthly business reviews focused on measurable objectives and metrics.

• Foster alignment across the LA Support Center and remote teams, including in-person visits when necessary.

• Collaborate with Commercial Activation to develop a quarterly case study and share industry insights through executive summaries.

• Employ a Challenger-style mindset to educate, reframe, influence, and challenge assumptions.

• Communicate proactively while demonstrating preparedness, urgency, and an ownership mentality.

⛳️ Requirements

• Over 10 years of experience in CPG food and beverage sales; experience in wellness shots or the premium juice category is preferred.

• Direct experience managing Target as a key account.

• Required national or Central/East regional grocery experience.

• Proven success in leading direct teams and broker partners to meet targets in a dynamic, competitive environment.

• Professional credibility and leadership presence, with the capacity to coach, develop, and inspire others.

• Exceptional communication and negotiation skills, with an executive presence in interactions with buyers and senior leadership.

• Strategic and analytical mindset, skilled in sales data analysis and forecasting; HubSpot experience is preferred.

• A Bachelor's degree is required.

• Willingness to travel up to 40% of the time.

• Must be legally authorized to work in the United States without restrictions.

🏝️ Benefits

• Opportunity for up to 40% travel.