Director, National Accounts

Javvy Coffee Company

About The Position

The Director of National Accounts – Grocery will lead and expand Javvy’s presence across top-tier national grocery retailers. This role owns executive-level relationships and HQ callpoints with large-format grocery accounts. You will be responsible for developing and executing strategic growth plans, driving distribution at scale, and leading high-level negotiations while ensuring strong in-store execution. This is a critical leadership role for someone who thrives in fast-paced CPG environments and has a proven track record managing complex national retail partnerships.

Requirements

8–10+ years of experience in CPG sales
Proven experience managing HQ callpoints with large-format national retailers (e.g., Kroger, Albertsons, Publix, etc.)
Strong track record of scaling distribution and delivering revenue growth at the national level
Experience with UNFI and/or KeHE
Deep experience leading line reviews, JBPs, and annual negotiations
Expertise in trade spend management and retail P&L ownership
Strong analytical skills with experience using syndicated data (IRI, Nielsen, SPINS)
Experience working with brokers and cross-functional teams in an omnichannel environment
Strategic thinker with an entrepreneurial mindset and ability to operate in a fast-growing company

Responsibilities

Own and lead relationships with grocery retailers at the HQ level
Serve as the primary executive contact for buyers, category directors, and senior merchant teams
Develop and drive joint business plans aligned with retailer and Javvy growth objectives
Lead annual planning, line reviews, and category presentations
Drive national distribution expansion across key accounts
Identify and secure new item placements, category resets, and incremental shelf space
Lead strategy for new product launches across national retailers
Build long-term account strategies that scale Javvy’s retail footprint
Own top-line performance across national accounts (revenue, velocity, profitability)
Analyze syndicated and retailer data (IRI/Nielsen, retailer portals) to identify growth opportunities
Develop and execute promotional, merchandising, and pricing strategies
Ensure strong in-store execution in partnership with field and broker teams
Own trade spend strategy, budgeting, and ROI optimization across national accounts
Lead high-level negotiations including pricing, promotions, and annual agreements
Manage retailer programs to ensure alignment with financial and brand goals
Partner with supply chain and operations to ensure seamless onboarding, forecasting, and replenishment
Collaborate with marketing on national campaigns, retail media, and in-store activations
Provide retailer insights to inform product innovation and overall go-to-market strategy
Work with brokers and internal teams to ensure alignment and execution across all accounts