Senior Director, National Accounts – Small Format

Role Overview

• 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.

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; MBA or advanced degree preferred.
• Strong command of retail analytics tools (IRI, Nielsen, Power BI) and sales reporting systems.
• Excellent leadership, communication, and negotiation skills.

Benefits

• Comprehensive Medical, Dental & Vision benefits
• Long
• and short-term disability
• Life insurance
• 10 Vacation days per year subject to accrual policy
• 11 Company paid holidays
• 401(k) with Company match
• Identity theft and legal services