Job Description

A well-established Produce CPG company is searching for a National Retail Account Manager to join their team. This is a remote-based opportunity with preference to reside near a major airport. The National Retail Account Manager is responsible for managing th company’s most critical retail partnerships and executing national account strategy for branded perishable consumer packaged goods. Reporting to the Vice President of Sales, this role owns day-to-day leadership of strategic customer relationships, national account execution, and cross-functional alignment to deliver profitable, sustainable growth.

This position acts as the primary operator for national and large regional accounts, translating sales strategy into measurable results while ensuring alignment across field sales, brokers, distributors, operations, and marketing.

Responsibilities & Duties:

• Own and manage national and large regional retail accounts.
• Serve as the primary point of contact for corporate and senior retail buyers.
• Lead annual Joint Business Planning (JBP), volume commitments, and long-range growth plans in alignment with company objectives.
• Negotiate pricing, trade programs, promotional calendars, and contract terms.
• Drive SKU authorizations, item expansions, and new product rollouts.

Sales Execution & Revenue Growth

• Execute national and regional strategies set forward by the VP of Sales.
• Deliver profitable volume, revenue, and distribution growth across assigned accounts.

• Provide accurate forecasts, account plans, and performance updates.
• Identify and pursue new strategic partnerships and distribution opportunities.

Field Execution & Broker Management

• Manage, and optimize broker, distributor, and field-sales networks.
• Partner with Regional Sales Managers, field reps, and brokers to drive compliance.
• Execute standards for promotional spending, merchandising, planogram compliance.
• Monitor in-store performance, merchandising quality, and promotional execution.
• Support resolution of service issues related to invoicing, inventory, quality, or allocation.

Cross-Functional Coordination

• Partner with Operations to manage profitability, allocation, and service levels.
• Collaborate with Marketing on packaging, merchandising tools, and shopper programs.
• Work with Finance to manage pricing, margins, and trade spend effectiveness.
• Communicate risks, opportunities, and performance trends to the VP of Sales.

Sales Leadership

• Use KPIs, dashboards, and reporting cadence to manage and drive sales performance.
• Mentor and develop sales team members and key broker partners.
• Represent the company at industry events, customer meetings, and strategic negotiations.

Qualifications:

• 10–15+ years of senior sales leadership experience in produce or perishable CPG.
• Proven experience managing national or large regional retail accounts, selling branded perishable UPC-based products into grocery, club, and mass retailer channels.
• Working knowledge of grocery, club, and wholesale buying structures.
• Strong negotiation, financial, and strategic planning capabilities.
• Demonstrated ability to work cross-functionally and manage complex execution.
• Deep understanding of perishable supply chains, shrink, and retail execution.
• Willingness to travel nationally as required.

Compensation: 150-200K, Bonus, Medical Benefits, 401K

Please contact Jennifer Mazza, jennifer@producecareers.com