National Account Manager, Digital Commerce

trü frü • Salt Lake City, UT

23h • Hybrid

About The Position

Established in 2017, trü frü is a Utah-based company specializing in "better for you" real fruit products coated in premium chocolate. The company has experienced rapid growth and joined the Mars family of brands in February 2023. This role is responsible for developing and leading the Pure Play and Social Commerce business, owning strategy, execution, and financial performance across key digital platforms like Amazon, Thrive Market, and TikTok Shop. The position requires acting as the account management strategist for the digital commerce channel, with full ownership of the P&L, demand forecasting, and customer relationships. This role also serves as a crucial cross-functional connector and the internal advocate for digital commerce to influence product innovation and enterprise decisions.

Requirements

• Bachelor’s degree in Business or a related field.
• 5+ years of CPG experience with 2+ years in eCommerce.
• Demonstrated ownership of a digital commerce P&L including media, trade investment, pricing structures, and impact of discounting.
• Account management experience with Pure Play customers such as Amazon, Amazon Fresh, and Thrive Market.
• Proven ability to scale digital businesses and build capabilities within a growing organization.
• High financial acumen with strong command of business math, trade management, and CPG P&L dynamics.
• Advanced proficiency in Excel and PowerPoint.
• Ability to travel 25% of the time.

Nice To Haves

• A highly analytical, entrepreneurial leader who can build, scale, and continuously evolve digital commerce capabilities.
• A data-driven decision maker who translates insights into action with confidence and clarity.
• An exceptional cross-functional leader and influencer who aligns diverse teams around shared goals.
• A clear and compelling communicator, comfortable presenting to executive audiences with organized, data-backed narratives.
• Proactive, adaptable, and energized by fast-paced environments with ambiguity and high ownership.
• A strong business operator with deep CPG acumen and comfort managing trade-offs across investment levers.

Responsibilities

• Own the DCOM P&L including revenue, trade, and profitability, and develop financial guardrails to balance growth, margin, and brand equity.
• Define and execute the Pure Play and Social Commerce strategy across all platforms, ensuring alignment between digital, omnichannel, and ODD strategies to create a cohesive consumer experience.
• Own relationships with key customers including Amazon, TikTok Shop, and Thrive Market, and lead day-to-day engagement with customers, brokers, and cross-functional stakeholders.
• Actively manage and negotiate customer levers including pricing and trade terms, accruals, rebates, markdowns, shortages, and chargebacks.
• Lead demand forecasting across Pure Play and Social Commerce channels, delivering accurate monthly, quarterly, and annual forecasts in partnership with Finance, Demand Planning, and Supply Chain.
• Develop and execute best-in-class PDP, SEO, and content strategies, continuously optimizing search visibility, ratings and reviews, and conversion performance.
• Lead Pure Play and Social Commerce retail media strategy across Sponsored Products, Brands, and Display, defining ROI frameworks and driving new-to-brand customer acquisition and lifetime value.
• Own execution of digital tentpole events and promotions including Prime events and Best Deals, and manage programs like Subscribe & Save with full operational readiness and post-event analysis.
• Leverage tools like Pacvue and Profitero to monitor the competitive landscape across pricing, assortment, promotions, and share of voice, translating data into actionable strategic recommendations.
• Serve as the sales voice in DCOM product development, partnering with Marketing to shape eCommerce-first pack sizes, bundles, and channel-specific portfolio strategies.
• Identify and unlock new growth opportunities across emerging channels and formats, and influence enterprise decisions on online pricing, promotion, and channel strategy.

Benefits

• Competitive salary, including a target bonus and an impressive benefits package!
• Flexible Paid Time Off
• Excellent health, dental & vision insurance, with options to fit you and your family’s needs.
• Long-term disability and short-term disability insurance
• Employee Assistance Program (EAP)
• 401K retirement saving opportunity.
• Casual office dress code
• A dynamic, ambitious, indulgently fun work environment!

What This Job Offers

• Job Type: Full-time
• Career Level: Senior