National Accounts Manager- Natural Channel

Accountabilities

• Manage national retail accounts: Build, develop, and maintain strategic relationships with major natural and specialty grocery chains, including Whole Foods Market, Sprouts, The Fresh Market, and Fresh Thyme.

• Drive national account launches: Develop launch strategies, coordinate new customer onboarding, and work with distributor partners to ensure product setup, purchase orders, and fulfillment are completed accurately and on schedule.

• Expand distribution and assortment: Secure new distribution opportunities, increase store coverage, drive SKU additions, and present new flavors and product lines to retailers to improve shelf presence and sales velocity.

• Develop retail sales and promotional strategies: Create promotional calendars, launch plans, and cost-effective retailer programs designed to increase sell-through, strengthen brand visibility, and deliver sustainable growth.

• Optimize trade investment: Evaluate promotional history, trade spending, and return on investment to improve profitability while meeting sales and distribution objectives.

• Strengthen retailer relationships: Build and nurture partnerships with buyers, brokers, distributor account managers, and other key stakeholders to identify new placements, additional facings, and opportunities for account expansion.

• Coordinate in-store execution: Establish priorities for third-party merchandising partners and ensure retail sales and marketing initiatives are implemented effectively at store level.

• Analyze performance and forecast demand: Monitor market data, sales reports, and account performance metrics to prepare accurate forecasts, support production lead times, and identify opportunities to improve sales.

• Report on account performance: Provide regular updates to sales leadership on retailer status, priorities, forecasts, challenges, and growth initiatives.

• Prepare strategic presentations: Present account plans, objectives, performance results, and commercial strategies to leadership on a consistent basis.

• Collaborate on trade marketing initiatives: Partner with trade marketing teams to coordinate retail activations, point-of-sale materials, and promotional programs that increase awareness and drive sales.

• Manage account budgets: Coordinate budget planning and approvals to ensure retail investments are aligned with business priorities and financial objectives.

• Contribute to sales strategy: Participate in recurring sales meetings, share progress and challenges, align with broader commercial priorities, and attend trade shows and industry events as needed.

Requirements:

• 8–10 years of experience in the consumer packaged goods (CPG) industry, preferably in sales, account management, or retail business development.

• 2–4 years of direct experience working with buyers and brokers at a minimum of two national retail chains, specifically including Whole Foods Market and Sprouts.

• Proven ability to develop retailer relationships, expand distribution, secure additional product placements, and grow sales across national accounts.

• Experience developing retail launch strategies, promotional calendars, trade marketing programs, and account growth plans.

• Strong commercial and analytical capabilities, including experience evaluating sales performance, trade spending, promotional ROI, and demand forecasts.

• Understanding of distributor relationships, retailer onboarding, product setup, purchase order coordination, and in-store execution.

• Excellent planning, organization, project management, communication, negotiation, and presentation skills.

• Ability to work independently, take initiative, and follow projects through from planning to execution and measurable results.

• An entrepreneurial mindset and the ability to adapt quickly to ambiguity, evolving priorities, and a fast-growing business environment.

• Strong interpersonal skills and the ability to collaborate effectively with sales, marketing, merchandising, distribution, and senior leadership teams.

• Proficiency in Google Workspace and Microsoft Office, with familiarity with Slack and video conferencing tools.

• Flexibility to work evenings and weekends when required for special events, retail activations, or trade shows.

• A reliable vehicle, valid driver's license, current vehicle registration, and proof of insurance.

• A genuine interest in functional beverages, consumer wellness, and products designed to support relaxation and everyday balance.

Benefits:

• Base salary: $130,000–$150,000 per year, plus cash incentives. Actual offers may vary based on experience, and the stated range may change.

• Remote work: Fully remote position within the United States.

• Health coverage: Medical, dental, and vision insurance.

• Paid time off: Paid-time-off program to support rest and personal commitments.

• Retirement savings: 401(k) plan.

• Life insurance: Life insurance coverage as part of the benefits package.

• Mindfulness and well-being support: Calm app membership and employee advisory resources.

• Sabbatical opportunity: Potential for a six-week unpaid sabbatical after two years of service.

• Additional coverage options: A range of voluntary benefits.

• Growth and ownership: Opportunity to shape national retail strategy, build influential customer relationships, and contribute directly to commercial expansion.

• Dynamic working environment: Work in a growing business where initiative, adaptability, collaboration, and entrepreneurial thinking are valued.