National Key Account Manager

Job Description:

• Identify, prioritize, and pursue key accounts across natural, grocery, mass, and convenience channels
• Develop account-specific strategies matching product lines and stories to target buyers
• Build and grow Cornbread Hemp’s presence for THC Seltzer, Non-Alcoholic Spritz, and Mushroom Gummies
• Grow Non-Alcoholic Spritz and Mushroom Gummies distribution through KeHE and UNFI
• Manage new distribution-center rollouts as retailers come online
• Win THC Seltzer and functional wellness placements at mass and grocery retailers
• Navigate category reviews, reset calendars, cold-box requirements, and convenience-chain buying calendars
• Activate and accelerate THC Seltzer distribution with the DSD sales organization and distributors
• Recruit, negotiate, onboard, and manage broker relationships
• Set broker expectations and monitor pipeline and placement targets
• Build a pipeline, secure buyer meetings, present brand and category stories, negotiate terms, and close first purchase orders
• Win reorders, incremental placements, expanded points of distribution and door counts, and improved rate of sale
• Maintain accurate sales pipelines and reliable forecasts
• Partner with the VP of Sales on KPIs, revenue targets, and account reporting
• Use SPINS data to strengthen sales stories and VIP data to audit distributor inventory and identify out-of-stocks
• Partner with marketing on sell-in materials, promotions, shopper programs, in-store marketing, and retail media
• Coordinate with operations on supply-chain readiness for chain orders
• Manage trade budgets, model and execute promotions, and optimize spend against revenue targets
• Navigate retailer organizational charts and collaborate across shared account ownership

Requirements:

• Minimum of 7+ years selling beverages into large chain accounts
• Existing relationships among category buyers
• Established relationships in the natural channel and/or grocery, mass, and convenience banners
• Experience across more than one sales channel strongly preferred
• Deep understanding of distributor programs, including KeHE/UNFI programs and DC rollouts, and/or DSD distributor networks
• Demonstrated success landing and growing key chain accounts, navigating category reviews, negotiating, and driving velocity after the close
• Comfort selling in fast-evolving categories and introducing new or unfamiliar products to buyers
• Ability to navigate state-level THC rules, buyer hesitancy, and shifting compliance requirements
• Understanding of functional beverage and functional mushroom gummy categories
• Highly self-motivated, autonomous, and confident
• Ability to build and maintain buyer relationships quickly
• Ability to work independently under pressure and meet tight deadlines
• Strong follow-through and closing ability
• Discipline with CRM systems, clean pipeline records, reliable forecasts, and account-level reporting
• Ability to work remotely with frequent travel for buyer meetings, trade shows, and key markets, up to 50% of the time
• Preferred: experience selling into both natural channel and conventional grocery, mass, or convenience
• Preferred: familiarity with VIP data and DSD beverage sales
• Preferred: direct-to-retailer VMS/supplements experience
• Preferred: familiarity with THC beverage and functional beverage categories
• Preferred: experience launching new or emerging functional, better-for-you, or beverage brands
• Preferred: experience with natural-channel, beverage, convenience, or grocery trade shows

Benefits:

• Performance Bonuses: Milestone-based cash bonuses paid out immediately upon securing new retail chain authorizations
• Equity grant from the company's existing option pool, vesting over four years with a one-year cliff
• Full benefits package including health, dental, and vision insurance
• Travel and expense budget for account visits, trade shows, and industry events
• Professional development and career advancement
• Flexible and remote working capabilities
• Significant strategic autonomy
• Uncapped upside tied directly to accounts closed and grown