National Account Manager

Summary

Join Once Upon a Farm as a National Account Manager and drive sales growth within the Natural Channel. You will oversee sales initiatives, develop and implement strategic programs, and manage key accounts like Fresh Thyme and The Fresh Market. Collaborate with brokers, distributors (UNFI/KeHE), and internal teams to achieve volume targets, increase market share, and optimize product placement. This role requires strong analytical skills, experience in the Natural Channel, and proficiency in data analysis and reporting. The position is remote-first with up to 60% travel, offering a competitive salary, comprehensive benefits, and a supportive work environment.

Requirements

• Minimum 5–7 years of retail sales experience, with at least two years directly selling and/or providing sales support to Natural retailers
• Bachelor’s degree in Business, Sales, Marketing, or a related field, or equivalent years of professional experience, preferred
• Strong planning and organizational skills along with excellent interpersonal, written/oral communication, and presentation skills
• Extensive experience working directly with Natural Channel retailers (i.e., INFRA, NCG, Fresh Thyme, MOM’s, Earth Fare, etc.) and collaborating with broker partners to drive business initiatives
• Proficiency in leveraging SPINs data to monitor category performance
• Proven success with respected consumer packaged goods companies with direct Natural Channel retailer experience
• Solid knowledge of Microsoft Suite, Outlook, Slack, and other professional platforms
• Up to 50–60% travel required to be out in market with retailers and broker partners. Although this role is remote, anticipate company or departmental meetings a few times per year
• Genuine passion for improving childhood nutrition for a healthier and happier planet
• Must reside in the United States to be considered for this position

Responsibilities

• Achieve Natural Channel volume targets by flawlessly executing against strategic priorities
• Lead the broker and distributor team members to overdrive sales execution and results
• Build an accurate forecast and ensure its implementation across distributor partners
• Proactively communicate and develop plans for sales/share/category/competition
• Identify business opportunities and help close white space opportunities
• Define and secure new business and TDP growth
• Plan and manage all merchandising activities within the Channel
• Develop, foster, and maintain strong internal and customer/distributor relationships while ensuring proper communication of vital information
• Regularly update and communicate progress to management
• Develop and monitor business scorecards; define clear account penetration, sales, share and highlight opportunities
• Pull, analyze, and report weekly data and insights regarding Once Upon a Farm’s sales performance across each product category
• Closely monitor inventory and in-stock levels across all Once Upon a Farm products; provide forecast updates and recommendations to retailer and distributor partners as needed
• Analyze retailer trends to identify key focus areas and work with the broker team to execute

Preferred Qualifications

• Preferably located in the Pacific Northwest or Northern California
• Ideally, experience in both large and small companies, possessing the vision for the elements of a highly successful larger enterprise balanced with a more hands-on approach
• Knowledge base for successful retail execution
• Previous exposure to cross-functional work between Sustainability and Sales preferred
• Desire to contribute to a dynamic, high-growth, purpose-driven work environment

Benefits

• Remote-first work environment
• Annual Bonus
• 401(k) program + 4% company match after three months
• New Hire Remote Life Stipend + annual Nourish and Nurture Allowance
• Monthly auto, cell, and internet stipend
• Quarterly Farm-to-Fridge home deliveries and Employee Discounts
• Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of Once Upon a Farm products, and breast milk shipping service and support for those who travel after birth for the duration of your breastfeeding journey
• Unlimited Paid Time Off
• Paid Volunteer Time
• Paid Time Off to fulfill civic responsibilities, including jury duty and voting in local, state, and national elections
• Medical Insurance for the employee covered at 100% on select plans, with additional plan options at a reduced cost to the employee
• Vision and Dental Insurance covered at 100% for the employee and dependents
• Life insurance
• Flexible spending account (Medical & Dependent Care) and Health savings accounts for applicable plans
• Employee assistance program (EAP)
• All other benefits, leaves, and insurance as required by law, based on your specific residence
• Full-Time, Salaried, Exempt
• The anticipated salary range for this position is $100,000.00 to $130,000.00. The actual salary offer will carefully consider factors including skills, qualifications, experience, and location. Certain positions are eligible for additional forms of compensation such as bonuses, stipends, equity, and role-specific perks