National Accounts Sales Manager

Olli Salumeria•Oceanside, CA

6h•$150,000 - $175,000•Hybrid

About The Position

The National Accounts Sales Manager drives revenue growth by owning and expanding a portfolio of major national retail CPG accounts. This is an individual-contributor role with no people management responsibilities and serves as the primary relationship owner for assigned accounts. The role is accountable for delivering account revenue targets, growing distribution, and securing new retail business aligned with the company's operational capabilities and profitability goals. It works cross-functionally with Operations, Supply Chain, Finance, and Marketing to deliver results for customers and the company. The position involves up to 60% travel per year and is hybrid. The pay range is $150,000–$175,000 per year. Starting pay may vary based on factors including the position offered, location, education, training, and/or experience.

Requirements

Bachelor's degree or equivalent experience in Business Administration, Marketing, Management, or a similar field.
5+ years of sales or account management experience in food manufacturing, CPG, or foodservice.
Proven success selling into and growing major national retail accounts, such as grocery, mass, club, or convenience.
Track record of winning distribution gains and meeting or exceeding revenue targets.
Strong financial and business acumen, including pricing, trade spend, margin management, and forecasting.
Ability to operate strategically and tactically, managing accounts with a high degree of independence.
Strong negotiation, analytical, and problem-solving skills.
Proficient personal computer skills, including MS Office applications such as Word, Excel, and PowerPoint.
Exceptional interpersonal, communication, and presentation skills, with the ability to interact, influence, and engage effectively with customers and internal partners.

Nice To Haves

Experience working with brokers, distributors, and retailer data platforms such as Circana, NielsenIQ, or Retail Link.
Experience with co-manufacturing or co-pack relationships.

Responsibilities

Serve as the primary relationship owner for assigned national retail accounts, building relationships with buyers, category managers, and key decision makers.
Execute the company's commercial strategy within assigned accounts by translating growth objectives into account-level sales plans, targets, and priorities.
Lead annual and quarterly account planning, including joint business plans, line reviews, and category presentations.
Expand existing business through distribution gains, new item placements, new product launches, and promotional programs.
Identify, pursue, and secure new retail customers and opportunities aligned with company capabilities.
Monitor account performance, profitability, trade spend effectiveness, and overall account health using syndicated and retailer data.
Provide accurate sales forecasts and demand inputs for assigned accounts to support operational planning.
Partner with Operations and Supply Chain to align customer demand with production capacity, service levels, and retailer requirements.
Execute pricing strategies and support margin management in partnership with Finance.
Collaborate with Finance on forecasting, pricing, trade planning, and revenue reporting; use data and insights to improve forecast accuracy and customer profitability.
Work closely with Marketing and Product Development to bring innovation and customer-driven opportunities to assigned accounts.
Manage relationships with brokers and distributors supporting assigned accounts, where applicable.
Represent the company at customer meetings, trade shows, and industry events.