Director of Non-Commercial National Accounts
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The Vita Coco CompanyFood and Beverage
Location: RemoteFull-TimeDirector
Salary$100,000 — $150,000 USD
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Job Details
- Experience
- 10-15+ years of experience in CPG sales
Requirements
- 10-15+ years of experience in CPG sales, specifically in Foodservice national non-commercial accounts.
- Demonstrated success managing and growing large, complex national or strategic accounts.
- Experience leading large contract managed accounts such as Compass, Aramark, Sodexo, and their GPO affiliates.
- Strong negotiation skills, including experience in contracts, pricing strategy, and promotional planning.
- Deep understanding of multiple distribution networks including DSD, broadline, specialty, and chilled.
- 5+ years of experience leading people calling on large national accounts.
- Ability to influence internal and external cross-functional stakeholders.
- Entrepreneurial mindset with a bias for action and ownership.
- Beverage business experience preferred.
Responsibilities
- Own and execute national account strategies across non-commercial segments, customers, and affiliate GPOs.
- Develop and expand target account distribution to drive new business and grow existing sales.
- Build and manage senior-level relationships with key national accounts.
- Lead contract negotiations, including pricing, terms, and promotional programming.
- Collaborate with Marketing to develop customer-facing programs and product innovations.
- Partner with distribution teams to ensure best-in-class execution across DSD and broadline networks.
- Recruit, coach, and develop a team of National Account Managers.
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