National Account Manager
About The Position
The National Account Manager will own and lead O Positiv’s Natural & Grocery channel business, serving as the day-to-day account owner and primary customer contact. This role is responsible for managing existing Natural & Grocery accounts while also helping shape and execute the strategy for future channel expansion. This individual will also help manage other accounts across the mass and drug channels. This role reports directly to the Head of Retail Sales and works cross-functionally with Retail Marketing, Finance, Operations, Supply Chain, and Product teams to translate channel strategy into distribution growth, velocity acceleration, and disciplined, profitable execution. The ideal candidate is a builder with a strong customer mindset, comfortable operating in a fast-paced environment, and possesses the ability to manage multiple priorities that may shift rapidly.
Requirements
- Bachelor’s degree in a relevant field
- 5-8+ years of CPG account management experience
- Experience managing Natural & Grocery retailers such as Meijer, Sprouts, Whole Foods, or similar
- Experience managing drug and mass channels a plus
- Proven experience with pricing, trade management, gross-to-net performance, and retail execution
- Experience working with syndicated data and retailer reporting platforms
- Builder mentality with comfort operating in a fast-paced, high-growth environment
- Highly organized, detail-oriented, and able to manage multiple priorities that may shift rapidly
- Strong analytical, problem-solving, and decision-making skills
- Excellent communication and relationship-building capabilities
- Collaborative partner who works effectively across functions
- High integrity, sound judgment, and a bias toward action
Nice To Haves
- Experience in vitamins, supplements, OTC, or personal care categories
- Exposure to early-stage or high-growth brands
- Experience contributing to innovation or assortment strategy
- Comfort operating with increasing autonomy and ownership over time
Responsibilities
- Own day-to-day business for Natural & Grocery customers, including buyer communication, account planning, 4P implementation and compliance, and issue resolution
- Support customer presentations, innovation sell-ins, line reviews, and ongoing performance reviews in Natural and Grocery, but also where needed in Mass and Drug
- Act as the primary point of contact of O Positiv to Natural & Grocery buyers and key customer stakeholders
- Lead sell-in efforts for new Natural & Grocery accounts with guidance and partnership from the Head of Retail Sales and the SVP of Commercial
- Recommend pricing, promotional strategy, and trade investments within established guardrails, progressing toward full ownership of negotiations over time
- Own top-line revenue delivery and gross-to-net, monitoring performance versus plan, proactively identifying risks and opportunities
- Sales lead for demand forecasting for Natural & Grocery accounts, incorporating promotional plans, distribution changes, and expected uplifts
- Analyze syndicated and retailer data (e.g., SPINS, NielsenIQ, retailer POS) to translate insights into actionable recommendations
- Partner cross-functionally to support seamless execution across Marketing, Finance, Operations, and Go To Market / Product teams
- Contribute to pack size, format, and assortment recommendations tailored to Natural & Grocery dynamics
Benefits
- Flexible PTO, Sick Days, and Wellness Days
- Monthly Social Hours
- Medical, Vision, and Dental Coverage
- 401K with matching
- $50/month Fitness Reimbursement + Up to $1,800 in annual wellness benefits
- An environment of collaboration, high performance, & respect amongst all employees and managers
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
