National Account Manager, Retail Grocery

Wandering Bear Coffee

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About the role:

Wandering Bear Coffee is looking for an enthusiastic, hungry, experienced and talented National Account Manager to help grow our retail grocery sales. At a high level, this role will be responsible for managing, measuring and aggressively growing our retail grocery sales activity. 

This role will report directly to the company’s founders, and will be expected to work from our home office in NYC approximately 25% of the time. The National Account Manager will execute on the strategy set forth by management, but will be expected to contribute to the formation and evolution of that strategy.

We are looking for a driven individual who thrives on competition and is motivated to win in a fast-growing and exciting category. The ideal candidate will have held similar roles in other fast-growing food/beverage companies. 

Key responsibilities include:

  • Develop and execute strategic, metric-driven sales plans based on company’s goals and strategic objectives
  • Work closely with and oversee existing broker and distributor network, leveraging partners to help achieve company goals
  • Identify and help on-board new brokers and distributors based on evaluation of needs and opportunities in context of company’s goals
  • Manage key customer relationships, including relationships with buyers and executives at prominent national and regional chains
  • Present product line to category buyers at HQ for prominent national and regional chains
  • Represent company at various trade shows and industry events
  • Manage team of Field Sales Managers and merchandising / field support partners
  • Develop, prepare and maintain regular sales reports to measure impact and execution of strategy and identify needs and new opportunities
  • Understand how to analyze, report on and leverage industry data sources (SPINS, Nielsen, etc.) to evaluate performance and trends at both the company and category levels
  • Communicate regularly with sales managers in other lines of business (e.g. food-service, etc.) to align on company objectives and collaborate across channels where there’s opportunity
  • Work closely with Marketing team on activities, assets, and collateral needed to support success in retail grocery channel
  • Work closely with Operations team to inform product innovation activities with front-line insights from retail grocery channel
  • Collaborate with company management on annual promotional calendar and key activities to support key accounts/distributors

Requirements & qualifications:

  • 5+ years of overall sales / sales management experience in the food & beverage industry, ideally with early-stage fast-growing brands (experience with beverage brands a plus)
  • 5+ years experience managing and maintaining relationships with key accounts and distributors in all of the following segments: Natural, Specialty, Conventional, Mass, Club, Convenience
  • 5+ years experience managing brokers and distributors, including: UNFI, KeHE, C&S, regional DSDs
  • 5+ years experience managing area, district or regional sales teams, including goal-setting, performance evaluation, day-to-day management at both the team and individual level
  • Experience developing and maintaining weekly, monthly and quarterly reporting to assess channel/territory/account performance
  • Proven track record taking brand from regional to national player
  • Bachelor’s degree required