Sales Director, National Accounts, Target and Drug Channel

The Wonderful Company•Minneapolis, MN

2d•Hybrid

About The Position

The Sales Director, National Accounts – Target & Drug is responsible for leading the strategic and customer partnership, and overall business performance for FIJI Water’s Target and Drug Channel business. This role develops and executes long-term growth strategies, annual joint business plans, and omnichannel initiatives that drive sustainable revenue growth, market share gains, profitability, and customer engagement. Reporting to the Vice President, National Accounts, this role will serve as the primary connection between the customer, FIJI Water leadership and cross-functional stakeholders to deliver exceptional business results and long-term competitive advantage. This is a Minneapolis–Saint Paul metro area–based role and includes up to 50% travel.

Requirements

8+ years of progressive sales, national account management, customer development, or commercial leadership experience within the consumer-packaged goods (CPG), beverage, food, or related industry
Proven success in managing national or enterprise level accounts
Solid understanding of the following areas: sales and distribution functions, business development, point-of-sale marketing, especially as they apply within the Target and Drug Channel operating models
BA/BS in related field (Finance, Business, or Marketing)
Strong interpersonal skills; ability to work in a complex work culture, serving disparate needs
Ability to multi-task and work in a fast-paced environment
Self-driven to achieve goals; high energy level is essential, strong, dedicated work ethic
Skilled in complex deal structuring, negotiations, and long sales cycles.
Exceptional communication and presentation skills
Strong strategic thinking, negotiation, financial acumen and executional excellence
Highly proficient in Microsoft Office suite (especially Excel, PowerPoint and Word)
Computer proficiency, and experience working with ACNielsen data, Retail Link, GRS or other customer based POS information

Nice To Haves

3+ years of direct experience leading strategic customer relationships with Target and Drug Channel within the buying function, including responsibility for annual business planning, customer negotiations, and omnichannel growth initiatives, is strongly preferred

Responsibilities

Lead the overall strategic direction, long-term vision, and annual Joint Business Plan (JBP) for the total Target and Drug Channel business, including Target Stores, Target.com, and Drug Channel customers.
Translate corporate growth priorities into customer-specific strategies that deliver sustainable sales, share, distribution, and profitability growth.
Own total account P&L performance, including volume, net sales, gross margin, trade spend, deductions, and profitability.
Build and manage annual plans, optimize promotional investments, evaluate ROI, and proactively identify risks or opportunities that may impact revenue, profit, inventory, or customer service levels.
Cultivate trusted, multi-level relationships with Target and Drug Channel merchants, replenishment managers, category teams, supply chain leaders, and cross-functional customer partners.
Serve as the senior customer contact and strategic business partner, representing the FIJI Water with professionalism, urgency, and a clear understanding of retailer priorities.
In close partnership with the in-house eCommerce Center of Excellence, will create high growth omnichannel strategies, driving seamless integration across in-store execution, modular planning, digital commerce, Target.com, and Drug Channel initiatives.
Partner with internal and external customer teams to ensure assortment, merchandising, promotional plans, and retail execution are aligned across physical and digital channels to improve shopper engagement, availability, and total account growth.
Act as the key connection point between the Target/Drug customer team, FIJI Water BU headquarters, and field execution partners to ensure alignment on strategy, priorities, and execution.
Translate national account plans into clear retail activation guidance, field priorities, promotional expectations, and measurable execution standards, while creating feedback loops that improve in-store compliance, customer performance, and overall business results.
Use customer POS and syndicated data to develop fact-based selling stories, customer business reviews, assortment recommendations, promotional analysis, and corrective action plans.
Translate data into clear insights and recommendations that support growth, improve execution, strengthen customer decision-making, and optimize strategies.
Lead line reviews, modular planning, assortment optimization, new item launches, feature/display planning, and merchandising initiatives.
Partner with internal and customer teams to improve shelf presence, distribution quality, in-stock performance, and execution of seasonal, promotional, and innovation programs.
Own the overall planning process and in-year forecasting for the Target and Drug business.
Collaborate with demand planning, supply chain, finance, and sales operations to align forecasts, shipments, inventory targets, promotional lifts, replenishment needs, and service expectations while reducing out-of-stocks, excess inventory, and forecast variance.
Align internal marketing, brand, category management, finance, supply chain, field execution, and operations teams around customer strategies and execution requirements.
Lead regular internal and customer-facing business reviews that assess performance against plan, highlight insights, and recommend actions.
Proactively resolve customer issues related to pricing, supply, deductions, replenishment, compliance, and execution, while continuously improving processes, communication, and ways of working.

Benefits

Access to top-notch medical coverage comprehensive vision and dental plans
401k with match eligibility
24/7 online physician consultations
virtual mental health resources
life coaching
engaging employee community groups
cash rewards for healthy habits and fitness reimbursements
library of on-demand fitness videos
Clear paths for career progression and internal mobility
Dedicated Learning and Organizational Development department, offering extensive resources like People Manager and leadership training, webinars, and eLearning courses.
Company-wide mentorship program
Continuous Improvement Training
Wonderful Giving, allowing you to allocate company-provided funds to up to three charities of your choice
Wonderful Neighbor to contribute to group service projects within our local communities.