Director National Accounts
WFA Digital Insight
The demand for experienced sales leaders in the beverage industry has grown significantly, with a 25% increase in job postings over the past year. As a Director of National Accounts at Recess, you'll play a pivotal role in driving the company's expansion into national retail. With the functional beverage market projected to reach
Job Description
About the Role
The Director of National Accounts at Recess is a critical role that will lead the company's sales strategy and execution across key partners, including Kroger and Albertsons. As a senior member of the sales team, you'll be responsible for building and maintaining strong relationships with buyers and senior account stakeholders, driving profitable growth, and expanding Recess' footprint across the market. You'll work closely with internal teams, including Finance, Marketing, and Supply Chain, to execute strong account plans and identify new business opportunities.The ideal candidate will have a strong balance of strategic thinking and hands-on execution, with the ability to deliver results while cultivating long-term partnerships. You'll be expected to manage trade and promotional budgets, ensuring spending is efficient and aligned with team goals. Your experience in CPG sales, particularly in Mass or Grocery channels, will be essential in driving success in this role.
Recess is a leading beverage company built around the idea of helping people feel calm, balanced, and inspired. With a portfolio of functional, better-for-you beverages, the company is redefining what it means to drink something good for both body and mind. Founded with creativity and culture at its core, Recess has quickly grown into one of the most recognizable functional beverage brands in the U.S.
What You Will Do
- Deliver against volume, revenue, and market share targets, along with key KPIs (ACV, promo efficiency, trade ROI)
- Manage trade and promotional budgets, ensuring spending is efficient and aligned to team goals
- Build and present custom sales pitch decks for Recess products, tailored to each key account
- Cultivate and maintain strong relationships with buyers and senior account stakeholders
- Manage P&L for slotting, promotions, and other customer-related expenses
- Partner cross-functionally with internal teams (Finance, Marketing, Supply Chain, etc.) to execute strong account plans
- Identify and pursue new business opportunities within identified key channels
- Provide accurate, timely reporting on promotional schedules and customer activity
- Develop and execute strategic plans to drive sales growth and increase market share
- Analyze sales data and market trends to inform sales strategies and optimize results
What We Are Looking For
- Bachelor's Degree preferred
- 5+ years of CPG specific sales experience, ideally in Mass or Grocery channels
- Experience with Kroger, Albertsons, or other national accounts strongly preferred
- Robust knowledge of CPG sales processes and promotional planning
- Excellent relationship-building and interpersonal skills
- Engaging presentation and communication skills
- Strong financial literacy with the ability to manage trade budgets and P&L
- Results-oriented mindset, adaptable, and comfortable moving quickly in a fast-paced environment
- Ability to travel domestically required
- Strong analytical and problem-solving skills
- Experience with Excel and other sales management tools
Nice to Have
- Experience with sales management software and CRM systems
- Knowledge of the beverage industry and market trends
- Certification in sales or a related field
- Experience in managing a team or leading cross-functional projects
Benefits and Perks
- Competitive health, dental, and vision insurance
- Mental health and wellness resources
- 401K
- 15 days of PTO annually, plus company holidays and volunteer time off
- Discounts on all Recess beverages
- A culture that values creativity, inclusivity, and balance
- Paid parental leave
- Opportunities for professional development and growth
- Access to a network of experienced professionals in the industry
- Flexible work environment and remote work options
How to Stand Out
- Showcase your experience in managing trade budgets and promoting products to key accounts. Be prepared to provide specific examples of your accomplishments in these areas.
- Highlight your knowledge of the CPG sales process and your ability to analyze sales data and market trends.
- Develop a strong understanding of Recess' products and mission, and be prepared to discuss how you can contribute to the company's growth and success.
- Emphasize your ability to build and maintain strong relationships with buyers and senior account stakeholders.
- Be prepared to discuss your experience with sales management software and CRM systems, and how you've used these tools to drive sales growth and optimize results.
- Research the company culture and values, and be prepared to discuss how your skills and experience align with Recess' mission and vision.
- Practice your presentation and communication skills, as you'll be expected to build and present custom sales pitch decks for Recess products.
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