National Accounts Manager – Mass Channel

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

📋 Description

• Develop and implement customer strategies for Target, Walmart, and other mass retail accounts to enhance sales growth, distribution, and profitability.

• Design and oversee annual business plans, promotional calendars, pricing strategies, and retailer programming to achieve velocity and revenue objectives.

• Prepare line reviews, optimize assortments, create innovation presentations, and develop sell-in strategies to secure new SKUs, additional placements, and broader distribution.

• Build, sustain, and cultivate strong relationships with buyers, replenishment teams, merchandising teams, brokers, and distributor partners.

• Collaborate cross-functionally with supply chain, operations, finance, and marketing teams to ensure the seamless execution of launches, promotions, inventory management, and retailer initiatives.

• Analyze syndicated data, sales performance, promotional ROI, inventory trends, and retailer scorecards to uncover opportunities and mitigate risks.

• Oversee forecasting responsibilities for assigned accounts, ensuring alignment with internal production planning and retailer demand expectations.

• Manage retailer-specific systems, item setup processes, promotional submissions, and ongoing account maintenance.

• Develop strategies and set priorities for third-party merchandising and retail execution partners to optimize in-store presence and sales performance.

• Work with trade marketing to create account-specific activations, POS materials, shopper marketing programs, and omnichannel initiatives.

• Prepare and deliver regular business updates, forecasts, and strategic recommendations to the VP of US Sales and the leadership team.

• Manage trade spend and budget approvals to guarantee efficient and profitable investment.

• Participate in regular sales meetings to share successes, discuss challenges, and align on company priorities and strategies.

• Attend retailer meetings, industry events, and trade shows as necessary.

⛳️ Requirements

• 2-4 years of experience managing mass retail accounts, such as Target and/or Walmart.

• 4-5 years of experience in the CPG industry, ideally in the beverage or functional wellness categories.

• Demonstrated experience working directly with mass retail buyers, brokers, and cross-functional retailer teams.

• Strong understanding of retailer systems, promotional planning, forecasting, replenishment, and inventory management within mass retail.

• Experience managing high-volume, fast-growth accounts with a robust analytical and strategic mindset.

• Passionate about TRIP and motivated by the mission of assisting millions of individuals in finding calm.

• Comfortable operating in a fast-paced, entrepreneurial environment with the agility to adapt quickly and drive results.

• Highly organized self-starter with strong project management and follow-through capabilities.

• Excellent analytical, communication, presentation, and relationship-building skills.

• Proficient in Google Workspace and Microsoft Office Suite; experience with retailer portals and syndicated data platforms is preferred.

• Familiarity with team collaboration tools such as Slack and video conferencing platforms.

• Willingness to travel as required for customer meetings, trade shows, and market visits.

🏝️ Benefits

• Medical, Dental & Vision Insurance

• Paid-Time-Off Program

• Mindfulness support with Calm App membership and Employee Advisory Resources

• 401k

• Life Insurance

• Sabbatical: Potential for a 6-week unpaid sabbatical after 2 years of service