National Account Executive

Keurig Dr Pepper•Burlington, MA

14h•$125,000 - $155,000•Hybrid

About The Position

The National Account Executive is responsible for sales of Keurig Dr Pepper’s Coffee Systems portfolio, including brewers, coffee, and accessories, at select customers. The role balances management of established Department Specialty customers, including Kohl’s and the Hardware channel, with entrepreneurial new-business development across Home Improvement, Department and Kitchen Specialty, Value/Off-Price, Outdoor Recreation, and other channels. The NAE contributes to the strategic direction of customer relationships and drives volume, profit, share, new distribution, and programming across KDP brands. The role develops and executes a holistic net sales and margin strategy for the KDP Hot business unit and is aligned to the Coffee Operating Unit. The position is hybrid, with the candidate ideally located near Burlington, Massachusetts, or Minneapolis, Minnesota. The ideal candidate has at least five years of CPG sales experience calling on headquarters category buyers for a national chain account; experience developing an annual operating plan (AOP) and managing customer joint business plans (JBPs); and experience using syndicated data in a solution-selling environment. A proven record of generating growth through new business development across channels and markets is also sought.

Requirements

Bachelor’s degree from an accredited institution.
Five years of CPG sales or sales support experience with national accounts.
High proficiency with Microsoft Office products, including PowerPoint, Word, and Excel.
Experience managing trade budgets and customer financial plans effectively.
Strong track record of delivering or exceeding results in customer-facing roles.
Experience in new-business development.

Nice To Haves

Experience calling on headquarters category buyers for a national chain account.
Experience building a strategic annual operating plan (AOP).
Experience managing a customer joint business plan (JBP).
Demonstrated use of syndicated data in a solution-selling environment.
Proven track record of generating growth through new-business development across channels and markets.
Experience in the Department Specialty, Hardware, Home Improvement, Department and Kitchen Specialty, Value/Off-Price, or Outdoor Recreation channels.

Responsibilities

Deliver KDP net sales and profit objectives defined in the Annual Operating Plan for the Target & Department Specialty CFT.
Cultivate and maintain effective business relationships with buyers, planners, inventory analysts, and related support teams at established customers.
Drive alignment and execution of multi-year growth plans with existing customers to support KDP growth and share gains.
Develop and manage annual joint business plans at existing customers, where applicable, in collaboration with Revenue Growth Management, Finance, Category Management, Supply Chain, and other cross-functional partners.
Accelerate new-business development initiatives and identify new opportunities for KDP, managing program negotiation, customer onboarding, ongoing account management, and annual sales planning.
Exhibit thought leadership across the business and promote cohesiveness across the Commercial team.
Manage promotional plans within the assigned trade budget to optimize net sales and margin.
Customize omnichannel marketing initiatives and retailer-specific programs to build brands and grow volume.
Lead development and maintenance of the sales outlook in coordination with cross-functional partners.
Use internal, syndicated, and point-of-sale data to identify opportunities and adjust plans to meet or exceed annual goals.