Sr. Director, National Accounts - Small Format

Celsius

8d•$160 - $170•Remote

About The Position

Reporting to the SVP, National Key Accounts, the Sr. Director, National Accounts is a strategic and executional leader responsible for managing key national retail relationships and leading a team of National Account Managers. This role supports enterprise growth goals by executing customer strategies, building high-impact joint business plans, and aligning cross-functional initiatives across assigned channels of business. The Sr. Director will translate corporate direction into actionable retail plans, guide team performance, and act as a key liaison between field sales, internal stakeholders, and retail customers. This position requires a highly driven, customer-first leader with strong analytical capabilities, people development skills, and the ability to operate at both a strategic and tactical level.

Requirements

7+ years of experience in national or regional account management or sales leadership within the CPG or beverage industry, including team management experience.
Proven ability to manage and grow large-format or convenience channel retail accounts.
Experience working cross-functionally in matrixed organizations with exposure to Marketing, Finance, Supply Chain, and Field Sales.
Bachelor's degree required.
Strong command of retail analytics tools (IRI, Nielsen, Power BI) and sales reporting systems.
Excellent leadership, communication, and negotiation skills.
Must be able to travel ~40%, including multi-day overnight.
Must be able to lift up to 50 pounds, at times.
Must live within 1 hour of a major international airport.
A valid U.S. Driver’s License required; applicants must pass an MVR (Motor Vehicle Record) screening.

Nice To Haves

MBA or advanced degree preferred.

Responsibilities

Lead and coach a team of National Account Managers to deliver executional excellence and customer satisfaction across national accounts.
Support professional development, performance management, and succession planning within the National Accounts team.
Foster collaboration across internal departments and with senior leadership to ensure alignment on key initiatives.
Oversee assigned national customer portfolios and lead strategic customer engagements with buyers and senior retail leaders.
Develop and execute account-specific joint business plans, including volume forecasts, investment strategies, promotional calendars, and in-store execution standards.
Ensure continuity between national strategy and retail execution, translating corporate priorities into tailored customer programs.
Act as a conduit between SVP-level strategic planning and field-level execution.
Collaborate with Finance, Marketing, Field Sales, and Operations to support pricing architecture, promotional planning, and supply chain efficiency.
Partner with DSD network and distribution leadership to address execution gaps, drive performance, and identify growth opportunities.
Own the forecasting process for assigned accounts, incorporating field inputs and aligning with supply planning/commercialization.
Analyze performance using syndicated data (IRI, Power BI, Excel) to identify trends, surface insights, and adjust plans accordingly.
Provide ongoing performance updates to executive leadership and suggest strategic adjustments based on marketplace trends.