National Accounts Sales Manager

National Accounts Sales Manager

Job Summary

The National Accounts Sales Manager drives revenue growth by owning and expanding a portfolio of major national retail CPG accounts. This is an individual-contributor role with no people management responsibilities. The role serves as the primary relationship owner for assigned accounts.

It is accountable for delivering account revenue targets, growing distribution, and securing new retail business aligned with the company's operational capabilities and profitability goals. The National Accounts Sales Manager works cross-functionally with Operations, Supply Chain, Finance, and Marketing to deliver results for customers and the company.

Essential Functions and Responsibilities

• Serve as the primary relationship owner for assigned national retail accounts, building strong relationships with buyers, category managers, and key decision makers.
• Execute the company's commercial strategy within assigned accounts by translating growth objectives into account-level sales plans, targets, and priorities.
• Lead annual and quarterly account planning, including joint business plans, line reviews, and category presentations.
• Expand existing business through distribution gains, new item placements, new product launches, and promotional programs.
• Identify, pursue, and secure new retail customers and opportunities aligned with company capabilities.
• Monitor account performance, profitability, trade spend effectiveness, and overall account health using syndicated and retailer data.
• Provide accurate sales forecasts and demand inputs for assigned accounts to support operational planning.
• Partner with Operations and Supply Chain to align customer demand with production capacity, service levels, and retailer requirements.
• Execute pricing strategies and support margin management in partnership with Finance.
• Collaborate with Finance on forecasting, pricing, trade planning, and revenue reporting; use data and insights to improve forecast accuracy and customer profitability.
• Work closely with Marketing and Product Development to bring innovation and customer-driven opportunities to assigned accounts.
• Manage relationships with brokers and distributors supporting assigned accounts, where applicable.
• Represent the company at customer meetings, trade shows, and industry events.

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Qualification & Experience* Bachelor's degree or equivalent experience in Business Administration, Marketing, Management, or a similar field.

Experience Required

• 5+ years of sales or account management experience in food manufacturing, CPG, or foodservice.
• Proven success selling into and growing major national retail accounts (grocery, mass, club, or convenience).
• Track record of winning distribution gains and meeting or exceeding revenue targets.
• Experience working with brokers, distributors, and retailer data platforms (e.g., Circana, NielsenIQ, Retail Link) preferred.
• Experience with co-manufacturing / co-pack relationships preferred.

Knowledge, Skills, Abilities

• Strong financial and business acumen, including pricing, trade spend, margin management, and forecasting.
• Ability to operate both strategically and tactically, managing accounts with a high degree of independence.
• Strong negotiation, analytical, and problem-solving skills.
• Proficient personal computer skills (MS Office applications – Word, Excel, PowerPoint).
• Exceptional interpersonal, communication, and presentation skills with the ability to interact, influence, and engage effectively with customers and internal partners.

Travel Requirements

• Up to 60% travel per year.

Benefits offered:

• Medical, Dental & Vision Insurance
• 401k
• Paid Holidays
• Vacation and Sick time
• Company paid life insurance

Work Location: Hybrid

Pay Range: $150,000 - $175,000 per year

Starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience.

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