Director of Key Accounts

Oishii • Jersey City, NJ

9h • $140,000 - $150,000 • Hybrid

About The Position

We grow the world’s BEST Strawberries & that wouldn’t be possible without our Commercial Sales Team! As Director of Key Accounts , you will help own and grow Oishii’s most strategic retail relationships across both conventional and natural/specialty channels. This role is equal parts customer leadership, commercial strategy, and execution—ideal for a seasoned account leader who can think big-picture while staying close to the details. You will be responsible for driving sustainable, profitable growth with key partners by developing customer-specific strategies, leveraging data and insights, and collaborating cross-functionally to bring Oishii’s premium value proposition to life at shelf. What you’ll be responsible for:
Key Account Leadership & Sales Own and grow the overall performance and growth of assigned key accounts across conventional and natural/specialty retail. Serve as the primary point of contact for buyers and category managers, building trusted, long-term relationships. Lead annual planning, line reviews, promotional planning, and new item launches. Negotiate pricing, programs, and terms in alignment with Oishii’s commercial strategy. Represent Oishii professionally and confidently in markets, with expectation of visiting your stores 1x a quarter as well as travel for account pitching and trade shows.
Trade Strategy & Commercial Planning Develop and clearly articulate customer-specific trade strategies grounded in brand objectives, category dynamics, and retailer priorities. Design and evaluate promotions, displays, and merchandising programs with a focus on ROI. Partner closely with Finance to manage trade spend, forecast volume, and track performance against plan.
Data, Insights & Market Sizing Leverage SPINS, Nielsen, and other syndicated data to inform selling stories, assortment decisions, and growth opportunities. Conduct basic market and category sizing to support distribution expansion, innovation, and pricing decisions. Translate insights into actionable recommendations for both internal teams and retail partners.
Cross-Functional Collaboration Work closely with Marketing, GTM, Operations, and Finance to ensure seamless execution and alignment. Act as the voice of the customer internally, ensuring account needs are balanced with supply realities and brand standards. Support go-to-market execution for new products and seasonal initiatives.
Qualifications Who will love this job: Individuals who identify with our Core Values and exhibit skills within those values will thrive at Oishii. One Team, One Fight! Ability to quickly shift priorities to meet deadlines and effectively communicate, both verbally and in writing, clearly, concisely and with purpose at various levels of the organization. Ability to work cross functionally at all levels including across locations, and collaborate with a focus on supporting & understanding the evolving business needs of a startup environment. Ability to lead through others and develop teams with a diverse level of experience to succeed. Focus. Ability to remove obstacles in order to prioritize which could include problem solving, working through ambiguity and using fact based or sound judgment in the absence of process or policy. We are building it, but need to manage through the process with good judgment and a bias for action. Ability to synthesize information quickly to aid in the troubleshooting process. GSD (Get Sh Done!) Possessing an entrepreneurial mindset with the tenacity to develop ideas, process, and policy and implement them rapidly. Capable of prioritizing tasks and considering the resources available when doing so. A bias for action! Ability to hold yourself accountable and take ownership of driving results that impact company outcomes. Track record of effectively handling complex employee relations issues, and addressing sensitive information and difficult situations with tact, discretion, and confidentiality.

Requirements

• Bachelor’s Degree in Business Administration, Management or related field.
• Minimum of 10+ years of progressive experience in key account management or sales within CPG, food or produce
• Experience in smaller, entrepreneurial companies required; experience with larger commercial organizations a plus
• Proven track record selling into conventional grocery and natural/specialty accounts (please list conventional accounts served on your resume or cover letter)
• Strong working knowledge of SPINS, Nielsen, or similar syndicated data tools
• Experience using data analysis to build account pitch decks and conduct account reviews
• Ability to work collaboratively and share data across teams
• Ability to coach field teams in supporting accounts
• Proven ability to build, develop, and execute trade and shopper marketing strategies and customer-specific commercial plans
• Experience creating and managing account budgets
• Highly perishable product experience strongly preferred; produce experience a plus
• Comfort with relationship-driven selling in a no-broker/low-distributor environment

Responsibilities

• Own and grow the overall performance and growth of assigned key accounts across conventional and natural/specialty retail.
• Serve as the primary point of contact for buyers and category managers, building trusted, long-term relationships.
• Lead annual planning, line reviews, promotional planning, and new item launches.
• Negotiate pricing, programs, and terms in alignment with Oishii’s commercial strategy.
• Represent Oishii professionally and confidently in markets, with expectation of visiting your stores 1x a quarter as well as travel for account pitching and trade shows.
• Develop and clearly articulate customer-specific trade strategies grounded in brand objectives, category dynamics, and retailer priorities.
• Design and evaluate promotions, displays, and merchandising programs with a focus on ROI.
• Partner closely with Finance to manage trade spend, forecast volume, and track performance against plan.
• Leverage SPINS, Nielsen, and other syndicated data to inform selling stories, assortment decisions, and growth opportunities.
• Conduct basic market and category sizing to support distribution expansion, innovation, and pricing decisions.
• Translate insights into actionable recommendations for both internal teams and retail partners.
• Work closely with Marketing, GTM, Operations, and Finance to ensure seamless execution and alignment.
• Act as the voice of the customer internally, ensuring account needs are balanced with supply realities and brand standards.
• Support go-to-market execution for new products and seasonal initiatives.

Benefits

• Medical, Dental, Vision Insurance
• 401(k) Retirement Plan (Roth & Traditional)
• EAP Access
• 100% Employer Paid Life Insurance & Long Term Disability Insurance
• Paid Parental leave, Paid Time Off & Paid Sick Time
• Paid Training & 7 Paid Holidays
• Office social events including happy hours, parties, and community service projects
• Employee activity groups for basketball players, Yoga Enthusiasts, runners

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 101-250 employees