National Account Manager

• Status: Full-time, Exempt
• Reports to: Vice President of Sales
• Starting Salary Range: $110,000– $125,000 Base + Bonus 
• Location: Remote — Western US Based (PST time zone preferred)

Role Overview:

The National Account Manager is responsible for delivering profitable national revenue growth across Grocery, Club, Foodservice, and Mass channels for a high-growth, branded food company. This role owns national account development, distributor and operator expansion, and direct management of broker partners to ensure disciplined execution, accountability, and strong ROI. The position partners closely with cross-functional teams to scale the business and consistently deliver results. This position reports directly to the Darey Brands Vice President of Sales. 

Key Responsibilities:

The following reflects management’s definition of essential job functions but does not limit assigned duties.

Responsibilities may evolve based on business needs and individual development:

• Own national sales performance across Grocery, Club, Foodservice, and Mass channels, delivering revenue, volume, and gross margin targets.
• Develop and execute customer-specific business plans that align brand strategy with channel dynamics, operator/shopper needs, assortment priorities, pricing architecture, and promotional strategies.
• Lead cross-functional initiatives across Sales, Marketing, R&D, Finance, and Supply Chain to drive successful commercialization, innovation, and execution of channel-specific programs.
• Partner with Marketing and R&D to develop and execute brand strategies, product concepts, and packaging tailored to the unique needs of Club, Foodservice, and Mass channels.
• Collaborate with Finance and Supply Chain to ensure pricing, cost structure, forecasting, and operational readiness align with channel strategies and customer requirements.
• Identify, negotiate, and close new national and regional account opportunities, including distributors, operators, and retail customers.
• Lead all broker relationships, including selection, onboarding, goal setting, and ongoing performance management.
• Translate company priorities into clear broker execution plans across distribution, merchandising, promotions, and new product launches.
• Manage pricing, trade spend, and promotional strategies with a disciplined ROI mindset.
• Utilize sales data, syndicated insights, and customer analytics to drive distribution gains, velocity growth, and category expansion across channels.
• Lead quarterly and annual business planning, including forecasting, demand planning inputs, scorecarding, and execution tracking across Foodservice, Club, and Mass accounts.
• Collaborate cross-functionally with Marketing, Supply Chain, Finance, and Operations to ensure strong in-market execution.
• Deliver accurate sales forecasting, pipeline management, and performance reporting to senior leadership.
• Monitor competitive activity and channel trends to identify growth opportunities and mitigate risk. 
• Travel nationally (approximately 25%) to meet with brokers, distributors, operators, and customers; attend company meetings and industry events. 

Broker Management KPIs:

• Distribution gains and authorized SKU expansion
• Promotional compliance and merchandising execution
• Sales velocity and incremental volume growth
• Forecast accuracy and pipeline conversion
• Trade spend efficiency and ROI
• Quality, consistency, and timeliness of broker reporting

Required Competencies (Knowledge, Skills and Abilities):

The requirements listed below are representative of the knowledge, skills and abilities required. 

• Proven success managing national accounts and broker networks.
• Excellent communication skills.
• Strong financial and analytical skills, including pricing, forecasting, and trade spend management.
• Excellent negotiation, presentation, and executive-level communication skills.
• Solid data-driven decision-making and results-oriented.
• Proficient in syndicated data (SPINS and NIQ).
• Skilled in statistical analysis and problem solving. Including advanced data retrieval and manipulation for key insights.
• Highly skilled in building relationships, influencing others and leading change.
• Ability to work collaboratively across functions and obtain necessary buy-in from stakeholders.
• Ability to manage in a fast-paced environment with multiple priorities.
• Flexible and can work off-hours and/or weekends, if required.

Minimum Qualifications:

• Bachelor’s degree in a relevant field; MBA or advanced degree in Sales, Marketing, Business Administration or related field preferred.
• 5+ years of progressive sales experience in Grocery, Club, Foodservice, and/or Mass channels (branded food or CPG preferred.
• Proficient MS Office skills.
• Valid Driver’s License, and clean DMVR
• Ability to travel nationally to conduct job duties, approximately 25% of the time.
• Authorized to work in U.S.

Essential Physical Requirements:

The physical requirements listed are representative of those that must be met by an employee to successfully perform the essential functions and key responsibilities of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Primarily remote, work from home office working environment. Prolonged periods of sitting at a desk and working on a computer (data entry, reporting, analysis). Frequent keyboarding and use of standard office equipment, including computers, phones, and printers. Occasional standing, walking, bending, or reaching access files or office supplies. Ability to lift and carry items up to 10–25 pounds (e.g., product samples, sales/marketing materials, or office supplies).  Moderate travel may be required for meetings, conferences, industry visits, or training.