Director Sales - National Accounts

Job Purpose
The Director of Sales, National Accounts owns profitable revenue growth and velocity across various accounts and channels, currently including Target, Kroger, and regional accounts, As a rapidly growing company, account responsibilities are constantly evolving as we scale. Leading account-specific strategies that prioritize high-velocity items, building strong buyer relationships, and winning new doors, items, and banner expansions. The role leads brokers through clear KPIs, structured planning, and monthly score carding, and owns the customer interface and planning tools, including Confido and HubSpot.

Success reflects achieving our KPIs and how results are achieved: clarity of direction for brokers and partners, solution-oriented leadership, and disciplined follow-through that builds credibility with buyers and senior leadership. The primary KPIs are as follows:

Number of stores buying
Average number of items (ANI) per store
Velocity
Net revenue

The ideal candidate is a seasoned sales leader who acts like an owner of the business. They walk into every meeting prepared, with a clear point of view backed by data, and leave with next steps they follow through on. They bring solutions rather than excuses, spot problems before they show up in the numbers, and hold our teams and partners to a high standard while keeping those partnerships strong. They operate with urgency and enthusiasm and maximize the potential of Pressed Juicery.

Essential Job Functions

Account Strategy & Revenue Delivery

Own account plans that deliver revenue, distribution, velocity, and profitability targets with disciplined follow-through.
Build account-specific growth strategies for Target, Kroger and regional accounts.that support our growth strategies and winning new doors, items, and banners.
Manage sales controllable lines in the P&L (i.e. net revenue & trade rate), including to improve margin, partnering with Finance, Marketing, and Supply Chain on forecasting and trade planning.
Proactively identify execution barriers, market shifts, and unusual performance signals, and bring forward commercially sound solutions.

Key Account & Buyer Leadership

Lead AOP, promotional calendars, category and line reviews, and new item introductions with the roles set of chain accounts.
Influence buyers with an insight-driven point of view on pricing, promotion, shelf placement, and assortment, backed by preparation and data fluency.
Hold regular in-person buyer meetings, engaging the SVP of Sales as needed, and deliver a "run of show" 48+ hours before each market or account visit.
Build a clear line-review preparation process and deploy monthly scorecards to buyers and broker partners.
Proactively build relationships and be an insights leader, outside of the line review process.

Broker Accountability

Lead brokers through clear KPIs, structured business planning, consistent routines, and objective accountability, without alienating the partnership.
Translate strategic direction into actionable sales plans with brokers and distributors, ensuring clarity and aligned expectations.
Ensure broker execution stays aligned with brand objectives, supply chain realities, and customer expectations.
Lead monthly business reviews (MBRs) focused on quantifiable objectives and metrics.

Leadership, Influence & Team Contribution

Build alignment across the LA Support Center and remote teams, including in-person visits ahead of major line reviews (as needed).
Partner with Commercial Activation on a quarterly case study, and share industry insights with an executive summary of key takeaways.
Bring a Challenger-style mindset, teaching, reframing, and influencing with insight and conviction, while testing assumptions to find smarter ways to execute.
Communicate proactively to reduce ambiguity, modeling preparedness, responsible urgency, and an owner's mentality.

Qualifications

10+ years of CPG food and beverage sales experience; wellness shots or premium juice category experience preferred.
Direct experience managing Target as a key account.
National or Central/East regional grocery experience required
Proven track record leading direct teams and broker partners to hit targets in a fast-paced, competitive environment.
Professional credibility and leadership presence, with the ability to coach, develop, and motivate others.
Excellent communication and negotiation skills, with executive presence in front of buyers and senior leadership.
Strategic and analytical, proficient in sales data analysis and forecasting; HubSpot experience preferred.
Bachelor's degree required.
Ability to travel up to 40%.
Must be legally authorized to work in the United States without restriction.