National Accounts Manager - Retail

Tosca Services, LLC•Atlanta, GA

2d•Remote

About The Position

At Tosca, we’re united by a bold purpose: to reduce waste and build a more sustainable world. Our reusable packaging solutions help retailers and suppliers create more efficient and eco-friendly supply chains. We foster a people-first, collaborative culture where passion, innovation, and appreciation thrive. Here, you’re not just doing a job—you’re making a measurable impact. We support our team members with opportunities for personal and professional growth, and a workplace where great people do meaningful work together.

Requirements

Bachelor’s degree.
Minimum of 5 years’ experience in supply chain or retail sales.
Proven B2B sales experience with a track record of closing complex deals.
Strong analytical, communication, and presentation skills.
Proficiency in Microsoft Office and Outlook.
Ability to travel overnight as needed.
Valid U.S. driver’s license

Nice To Haves

Background in retail, perishables, or packaging industries.
Experience influencing change within large retail or supplier organizations.
Strong understanding of supply chain structures, price/volume trade-offs, and profitability analysis.
Entrepreneurial spirit with a proactive, solution-oriented mindset.

Responsibilities

Serve as the primary point of contact for key retail partners, building strong relationships across functions and levels—from distribution centers to corporate leadership.
Influence retailers to adopt Tosca’s Reusable Plastic Containers (RPCs) by demonstrating the value of sustainable packaging across their supply chain.
Partner closely with Tosca’s Protein, Produce, Egg, and New Business Development teams to support supplier engagement and ensure alignment with retailers.
Lead initial RFP efforts and ongoing contract maintenance negotiations to maximize EBITA.
Identify and pursue new business opportunities by securing trials and managing pilots that demonstrate RPC impact on efficiency and sustainability.
Support the conversion of goods shipped to retailers from traditional single-use packaging to Tosca’s RPCs, ensuring buy-in from both retailer and supplier partners.
Build and maintain detailed account plans for retail partners, aligning strategies with revenue goals and Tosca’s sustainability mission.
Conduct supply chain and cost analyses to build compelling value propositions and support decision-making at the retail level.
Maintain a healthy pipeline of retailer-driven opportunities and ensure continuous progress toward adoption milestones.
Travel as needed to meet with retail stakeholders, support pilot programs, and drive in-person engagement.