Director of National Accounts

Diversified Botanics • Remote, USA

3d • $177,311 - $197,433 • Onsite

About The Position

Diversified Botanics is seeking a Director of National Accounts to lead the company's growth from a regional kratom-channel brand into a national multi-channel CPG. The current business of $30M operates primarily through the kratom-specialty distributor channel and smoke-shop chains. The goal is to expand to $120M+ by securing authorizations from chain headquarters and establishing national distributor relationships. This role will involve building, managing, and closing business with chain headquarters and national distributors across convenience, drug, mass, and natural channels. The position holder will be responsible for the full revenue contribution from authorized chain accounts and national wholesale distributors, and will build and lead a Key Account Manager team.

Requirements

• 12+ years in CPG sales, with 4+ years in National Account Manager or Director-of-National-Accounts roles.
• Personally closed 3+ top-25 chain authorizations from scratch.
• Personal book of $20M–$100M in chain-channel revenue.
• Fluency with syndicated and retailer data (Circana/IRI, Nielsen, retailer portals).
• Experience recruiting and building a KAM or equivalent field team.
• Experience selling a regulated or high-scrutiny category (kratom, nicotine/OTP, CBD, energy, supplements).
• Direct, verifiable buyer-level relationships (not broker-mediated) at major chain HQs.
• Track record building and presenting joint business plans.
• Trade math fluency: margin structures, distributor markups, promo ROI, deduction resolution.

Nice To Haves

• Spend the bulk of your time in front of buyers, not managing a team calendar.
• Treat joint business plans as the structural mechanism that turns a relationship into a multi-year revenue stream.
• Work trade shows hard — TPE, NACS, ECRM, KCT, RangeMe — because that's where relationships get built and accelerated.
• Keep a written playbook of what works across chains and can transfer it (what worked at Casey's applies at Wawa with adjustments).
• Actively coach and mentor first-year KAMs so they don't burn credibility with buyers early.
• Bring a KAM-tier talent network with you — you can name three to five KAM candidates you could call within 30 days.
• Lean heavily on broker relationships rather than direct buyer relationships.
• Can't articulate the difference between a JBP, a category review, and a trade promotion plan without prompting.
• Can't tell a specific category-loss story — what was lost, where, and why.
• Expect to fund authorizations through slotting and MDF rather than winning them on velocity.
• Rely on retained search to fill your KAM seats rather than recruiting personally.
• Read syndicated panel data (IRI/Circana) as foreign material rather than a working tool.

Responsibilities

• Personally lead or co-lead buyer engagement at the top 25 c-store chains, top 10 drug chains, top 10 mass chains, and top 15 natural channel banners, converting buyer meetings into authorizations.
• Own national distributor relationships (Core-Mark, McLane, etc.), negotiating annual terms, growth rebates, MDF, and category programming.
• Recruit, hire, onboard, and manage 3–5 Key Account Managers, setting their named-account assignments and leading their weekly one-on-ones, deal reviews, and pipeline progression.
• Build and present annual joint business plans to each chain HQ and national distributor, including category sales targets, promotional calendars, new SKU introduction plans, and shared depletion goals.
• Personally attend major industry trade shows (NACS, ECRM, TPE), lining up buyer meetings and running the on-floor schedule for the KAM team.
• Own the velocity data, consumer pull story, competitive comparison, and SKU strategy presented at every chain category review.
• Deliver weekly pipeline review, monthly deal-stage reporting, and quarterly win/loss disposition to the CRO.
• Recommend pricing tiers and trade promotion programs at the chain level, negotiating within CRO-approved guardrails.

Benefits

• 100% company-paid health premiums for employees and families
• Mental wellness and employee support resources
• Fitness reimbursement up to $1,000/year
• Tuition reimbursement up to $5,250/year
• Professional development reimbursement up to $5,000/year
• $150/month in Diversified Botanics products plus 50% employee discount thereafter
• Free meals, drinks, and company celebrations
• Discretionary quarterly bonus program
• 401(k) with 100% match on the first 2% and 50% match on the next 4%

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed