AdvoCare
Location: Hybrid | Reports to: VP, Integrated Marketing
About the Role
We’re seeking an accomplished Director of Sales / National Account Manager to accelerate the retail growth for our portfolio of health and wellness brands in the vitamin, mineral, and supplement categories. You’ll lead the charge in expanding national distribution, driving velocity, and maximizing profitability across mass, grocery, c-store, club, drug, specialty, and military channels. As a key commercial leader, you’ll own strategic retail partnerships, lead broker and distributor teams, and build joint business plans that deliver category growth. The ideal candidate combines an analytical mindset with strong retailer relationships and a proven record of translating insights into meaningful sell‑in and sell‑through results. Key Responsibilities
Retail Sales Leadership: Lead strategic account management for retail distribution. Develop and execute growth strategies that expand distribution and shelf presence across retailers and categories. Customer Relationship Management: Cultivate and strengthen relationships with buyers, category managers, and key stakeholders across national and regional retailers. Negotiate trade terms, promotional plans, and annual volume commitments. Broker Network Management: Recruit, manage, and motivate a network of brokers to achieve sales objectives and ensure consistent retail execution across territories. Business Planning & Forecasting: Build joint business plans and retail forecasts grounded in data‑driven insights, category trends, and consumer demand. Collaborate with finance and operations to ensure accurate sales projections and inventory planning. Shopper Marketing & Promotions: Partner with marketing to develop shopper marketing programs, in-store activations, and retailer‑specific promotions that drive trial and conversion. Pack Size, Pricing & Trade Strategy: Lead pricing and pack size strategy discussions across channels to balance competitive positioning with profitability goals. Manage trade budgets and promotional calendars for efficiency and impact. Channel Expansion: Identify and pursue white‑space opportunities within grocery, club, drug, convenience, specialty, and military retail environments. Build strategies to win new retailers and deepen penetration within existing accounts. Cross‑Functional Collaboration: Partner with marketing, supply chain, finance, and product development to align brand objectives with retail growth initiatives and ensure on‑time execution. Performance Reporting: Track and report on key sales metrics, promotional performance, and customer feedback to guide future strategy and identify growth opportunities. Qualifications & Experience
8+ years of CPG sales experience, with a minimum of 4 years managing national accounts in the health, wellness, or supplement category preferred. Proven success managing CVS, Walmart, and Target accounts, with established relationships at the buyer and category manager levels. Experience and buyer relationships across mass, grocery, c‑store, club, drug, and specialty retail channels; military channel experience a strong plus. Demonstrated ability to lead broker networks and drive performance through third‑party partners. Deep understanding of shopper marketing, trade promotions, and pricing strategy in competitive CPG environments. Strong analytical and negotiation skills, with the ability to translate data into commercial strategy. Experience with syndicated data sources (IRI, Nielsen, Spins) and retailer portals (Retail Link, Partners Online, etc.). Bachelor’s degree in Business, Marketing, or related field is a plus. Willingness to travel (15%-20%) to retail accounts, broker meetings, and industry trade shows. Seniority level
Director Employment type
Full‑time Job function
Sales and Business Development Industries: Wellness and Fitness Services
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We’re seeking an accomplished Director of Sales / National Account Manager to accelerate the retail growth for our portfolio of health and wellness brands in the vitamin, mineral, and supplement categories. You’ll lead the charge in expanding national distribution, driving velocity, and maximizing profitability across mass, grocery, c-store, club, drug, specialty, and military channels. As a key commercial leader, you’ll own strategic retail partnerships, lead broker and distributor teams, and build joint business plans that deliver category growth. The ideal candidate combines an analytical mindset with strong retailer relationships and a proven record of translating insights into meaningful sell‑in and sell‑through results. Key Responsibilities
Retail Sales Leadership: Lead strategic account management for retail distribution. Develop and execute growth strategies that expand distribution and shelf presence across retailers and categories. Customer Relationship Management: Cultivate and strengthen relationships with buyers, category managers, and key stakeholders across national and regional retailers. Negotiate trade terms, promotional plans, and annual volume commitments. Broker Network Management: Recruit, manage, and motivate a network of brokers to achieve sales objectives and ensure consistent retail execution across territories. Business Planning & Forecasting: Build joint business plans and retail forecasts grounded in data‑driven insights, category trends, and consumer demand. Collaborate with finance and operations to ensure accurate sales projections and inventory planning. Shopper Marketing & Promotions: Partner with marketing to develop shopper marketing programs, in-store activations, and retailer‑specific promotions that drive trial and conversion. Pack Size, Pricing & Trade Strategy: Lead pricing and pack size strategy discussions across channels to balance competitive positioning with profitability goals. Manage trade budgets and promotional calendars for efficiency and impact. Channel Expansion: Identify and pursue white‑space opportunities within grocery, club, drug, convenience, specialty, and military retail environments. Build strategies to win new retailers and deepen penetration within existing accounts. Cross‑Functional Collaboration: Partner with marketing, supply chain, finance, and product development to align brand objectives with retail growth initiatives and ensure on‑time execution. Performance Reporting: Track and report on key sales metrics, promotional performance, and customer feedback to guide future strategy and identify growth opportunities. Qualifications & Experience
8+ years of CPG sales experience, with a minimum of 4 years managing national accounts in the health, wellness, or supplement category preferred. Proven success managing CVS, Walmart, and Target accounts, with established relationships at the buyer and category manager levels. Experience and buyer relationships across mass, grocery, c‑store, club, drug, and specialty retail channels; military channel experience a strong plus. Demonstrated ability to lead broker networks and drive performance through third‑party partners. Deep understanding of shopper marketing, trade promotions, and pricing strategy in competitive CPG environments. Strong analytical and negotiation skills, with the ability to translate data into commercial strategy. Experience with syndicated data sources (IRI, Nielsen, Spins) and retailer portals (Retail Link, Partners Online, etc.). Bachelor’s degree in Business, Marketing, or related field is a plus. Willingness to travel (15%-20%) to retail accounts, broker meetings, and industry trade shows. Seniority level
Director Employment type
Full‑time Job function
Sales and Business Development Industries: Wellness and Fitness Services
#J-18808-Ljbffr