Director of Sales, National Accounts
Location: Austin, TX Reports To: SVP of Sales Department: Sales
Role Description
The Director of Sales, National Accounts, will be responsible for maintaining and growing GoodPop's National customer base, including but not limited to the Grocery and Natural channels. This role is fast-paced, dynamic, and offers significant opportunities for cross-functional learning and channel expansion. The Director will play a critical role in advancing GoodPop's presence across major customers and driving the next phase of brand growth.
Key Responsibilities
Customer Relationship Management
- Maintain, elevate, and grow headquarter relationships with our most crucial National accounts across Natural and Conventional retailers
- Build strong personal relationships with key stakeholders and category managers to deepen account penetration and strengthen long-term partnerships and JBP (Joint Business Planning) opportunities.
- Demonstrate high levels of autonomy, creativity, and willingness to think beyond what has been done and what is easiest to execute
- Serve as a trusted, strategic partner to customers while representing GoodPop with professionalism and consistency.
Sales Strategy & Execution
- Execute sales strategies to achieve annual sales plans across multiple customers and channels.
- Collaborate with the SVP of Sales to develop long-range account strategies and JBP plans.
- Co-create annual selling story to highlight Goodpop's key value propositions while laying the groundwork for upcoming innovation
- Identify assortment, pricing, promotion, and placement opportunities-and craft plans to capitalize on them.
Broker & Distributor Management
- Direct and manage sales broker partners, influencing execution and guiding priority-setting.
- Frequently collaborate with distributors and distributor salespeople to drive performance toward short-term and long-term goals.
- Participate in JBP planning with agency partners to align on strategy and execution.
Analytics, Data, & Reporting
- Use internal and external data sources (SPINS, IRI, Nielsen, etc.) to assess trade performance, identify trends, and uncover growth opportunities.
- Provide category management direction to analysts to support impactful customer-facing presentations.
- Maintain a deep understanding of account performance-including sales, consumption drivers, risks, and opportunities.
Operational & Cross-Functional Partnership
- Advise the Operations team on route-to-market strategy for each customer.
- Partner with Demand Planning and Sales Operations to forecast sales and trade spend using GoodPop's contracted systems.
- Lead negotiations to improve efficiency and profitability (e.g., bracket pricing, shifting from distributor to direct, eliminating inefficient promotions).
- As needed, partner with Merchandising teams to ensure retail execution is optimized.
Qualifications
- Minimum 7+ years of CPG sales experience, with proven success selling at HQ levels. Direct connection to retailer category managers/buyers is required.
- Demonstrated experience negotiating and planning promotions with retail partners.
- People management, both directly and indirectly, highly preferred
- Experience managing customer P&Ls, including trade, slotting, and returns.
- Strong financial acumen and willingness to learn and ask questions.
- Strong proficiency with syndicated data sources (SPINS, IRI, Nielsen).
- Experience working with distributors, brokers, and national grocery customers strongly preferred.
Key Attributes
Problem-Solving & Agility
- Autonomous, creative, driven, and well-rounded are key for this role
- Navigates complex challenges with strong business judgment; anticipates risks and implications.
- Uses creativity and perseverance to solve difficult problems and achieve goals.
Relationship Building
- Builds meaningful, collaborative relationships with internal and external stakeholders.
- Communicates early and often, follows through consistently, and anticipates partner needs.
Work Ethic & Ownership
- Internally driven, proactive, and results-oriented.
- Holds themselves to a high standard regarding the quality and quantity of work.
- Thrives in fast-moving, self-directed environments.
Team Mindset
- Believes that success is shared and collaborative.
- Kind, inclusive, and committed to building strong team culture.
Salary: $150000 - $150000 per year
