National Account Manager

Summary

Join OLIPOP as a National Account Manager (NAM) to lead business with Publix Super Markets. Develop and execute strategic plans to drive growth, strengthen relationships, and meet revenue goals. Collaborate with internal teams and Publix personnel to achieve sales targets. Analyze data, identify trends, and lead new item presentations. Gain new distribution, manage field teams, and prevent out-of-stocks. Forecast sales, collaborate with demand planning, and organize marketing activations. Report to the Director of Sales and present to leadership. Travel for customer meetings and events is required. This role demands strong communication, negotiation, and relationship-building skills, along with a deep understanding of the grocery retail landscape, particularly Publix.

Requirements

• Must be based in Florida
• 8+ years of experience with a working knowledge of the CPG industry and the ins and outs of conventional grocery retailers, including Publix specifically
• 3+ years Publix headquarter level sales experience is required for this role, with a strong understanding of Publix systems, culture, and go-to-market approach
• Demonstrated success in managing P&L and joint business planning
• Experience working with syndicated data tools (e.g., Nielsen, IRI) and Publix portal
• Excellent communication, negotiation, and relationship-building skills
• Deeply passionate about OLIPOP, and inspired by what we represent. Has the desire and hunger to make an impact
• Obsession for understanding customer behavior. Lives, breathes and dreams about how to better reach & understand our consumers
• Ability to take initiative and work autonomously – you can run with something from beginning to end
• Works well with ambiguity and asks the right questions to get at the solution
• Strong planning, organization and project management skills, along with excellent presentation skills
• Competence in Google Suite and Microsoft Suite
• Travel and represent OLIPOP for in person customer meetings and events, tradeshows, and team offsites, with total travel estimated at 20%
• Clean driver’s license, reliable transportation and proof of insurance

Responsibilities

• Serve as the primary point of contact for Publix across all departments and functions, cultivating strong relationships with key Publix buyers, category managers, and supply chain contacts
• Develop and execute annual joint business plans (JBP) in collaboration with internal cross-functional partners (Sales Strategy, Trade Marketing, Demand Planning, and Finance teams) and the customer, ensuring we hit our annual revenue and tradespend goals
• Create the strategy for all promotional calendars and cost-effective retailer programming for Publix. Review plans and promotional history to evaluate tradespend/ROI and increase profitability while growing sales
• Analyze syndicated data and customer insights to identify trends, opportunities, and potential risks
• Lead all new item presentations, line reviews, and category growth initiatives with Publix, to ensure we’re getting our newest flavors & product lines out to retail as quickly and seamlessly as possible
• Gain new distribution in our white space, lead the new customer set-up and onboarding process for these accounts/banners
• Create strategy and priorities for the OLIPOP field teams, 3rd party merchandising partners and broker partners, to implement approved sales and marketing strategies to optimize sales at store level
• Work with Publix replenishment and our demand planning teams to prevent out-of-stocks and monitor projected order reports , as well as OH inventory reports to ensure reset and ongoing orders are placed and fulfilled on time, maintaining a Publix scorecard of above 92%
• Own the sales forecast for Publix, and collaborate with our Demand Planner and Ops team to ensure forecast accuracy with timely communication to meet our production lead times
• Meet weekly with our shopper marketing team to organize marketing activations to drive brand awareness & coordinate key programs with Publix
• Partner with internal teams and 3rd party merchandisers to deliver best-in-class execution
• Responsible for reporting directly to our Director of Sales - Grocery on a weekly basis with your retailer status and focus. Create presentations for the leadership team on a consistent basis in regards to your key account priorities, goals, strategy, and initiatives
• Travel and represent OLIPOP at in person customer meetings and events, as well as at tradeshows, such as Expo West

Preferred Qualifications

Experience with team collaboration tools such as Slack and Zoom preferred

Benefits

$130-150k base salary + bonus