National Key Account Manager

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

📋 Description

• Identify, prioritize, and pursue essential accounts across natural, grocery, mass, and convenience channels.

• Create account-specific strategies that align product lines and narratives with target buyers.

• Expand Cornbread Hemp’s visibility for THC Seltzer, Non-Alcoholic Spritz, and Mushroom Gummies.

• Enhance the distribution of Non-Alcoholic Spritz and Mushroom Gummies through KeHE and UNFI.

• Oversee the rollout of new distribution centers as retailers become operational.

• Successfully secure placements for THC Seltzer and functional wellness products at mass and grocery retailers.

• Navigate category reviews, reset schedules, cold-box criteria, and convenience-chain purchasing timelines.

• Activate and boost THC Seltzer distribution in collaboration with the DSD sales organization and distributors.

• Recruit, negotiate, onboard, and manage relationships with brokers.

• Set expectations for brokers while monitoring pipeline and placement objectives.

• Build a robust pipeline, arrange buyer meetings, present brand and category narratives, negotiate terms, and finalize initial purchase orders.

• Achieve reorders, additional placements, expanded distribution points and door counts, and improved sales rates.

• Maintain precise sales pipelines and trustworthy forecasts.

• Collaborate with the VP of Sales on KPIs, revenue goals, and account reporting.

• Utilize SPINS data to enhance sales narratives and VIP data to audit distributor inventory and pinpoint out-of-stocks.

• Work alongside marketing to develop sell-in materials, promotions, shopper programs, in-store marketing, and retail media.

• Coordinate with operations to ensure supply-chain readiness for chain orders.

• Manage trade budgets, model and implement promotions, and optimize expenditures against revenue objectives.

• Navigate retailer organizational structures and collaborate across shared account management.

⛳️ Requirements

• At least 7+ years of experience selling beverages to large chain accounts.

• Established relationships with category buyers.

• Proven connections within the natural channel and/or grocery, mass, and convenience sectors.

• Experience across multiple sales channels is highly preferred.

• In-depth knowledge of distributor programs, including KeHE/UNFI initiatives and DC rollouts, and/or DSD distributor networks.

• Proven track record of landing and expanding key chain accounts, navigating category reviews, negotiating, and driving sales velocity post-close.

• Comfort with selling in fast-changing categories and introducing new or less familiar products to buyers.

• Ability to navigate state-level THC regulations, buyer apprehension, and evolving compliance requirements.

• Understanding of functional beverage and functional mushroom gummy categories.

• Highly self-motivated, independent, and confident.

• Ability to quickly build and maintain relationships with buyers.

• Capable of working independently under pressure and meeting stringent deadlines.

• Strong follow-through and closing skills.

• Disciplined in using CRM systems, maintaining clean pipeline records, reliable forecasts, and account-level reporting.

• Ability to work remotely with frequent travel for buyer meetings, trade shows, and key markets, up to 50% of the time.

• Preferred: experience selling in both the natural channel and conventional grocery, mass, or convenience sectors.

• Preferred: familiarity with VIP data and DSD beverage sales.

• Preferred: direct-to-retailer VMS/supplements experience.

• Preferred: knowledge of THC beverage and functional beverage categories.

• Preferred: experience in launching new or emerging functional, better-for-you, or beverage brands.

• Preferred: experience with trade shows related to natural-channel, beverage, convenience, or grocery sectors.

🏝️ Benefits

• Performance Bonuses: Cash bonuses based on milestones, paid out immediately upon securing new retail chain authorizations.

• Equity grant from the company's existing option pool, with a vesting period of four years and a one-year cliff.

• Comprehensive benefits package, including health, dental, and vision insurance.

• Travel and expense budget for account visits, trade shows, and industry events.

• Opportunities for professional development and career advancement.

• Flexible and remote working options.

• Significant strategic autonomy.

• Uncapped earning potential directly linked to accounts closed and expanded.