Senior Director of Key Accounts
- Role
- Business Development
- Experience
- Senior
- Employment
- Full-time
- Company size
- Enterprise
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No BS summary
Senior commercial leader to run national/key retail, foodservice and distributor relationships. Requires ~12+ years in sales/account management with 6+ years in leadership, strong CPG/trade management experience, US-eligible and able to operate remotely. Owns strategic account plans, trade negotiations, broker/3rd-party networks and revenue growth.
Core skills
Required skills
Optional skills
What you'll do
- Lead a team of Regional Account Managers, National Account Managers, and Directors in delivering Milo’s financial objectives
- Provide strategic direction, leadership, and development for both direct and cross‑functional reports
- Develop and execute multi-year strategic account plans aligned with company revenue, margin, and market share objectives
- Identify opportunities across channels and accounts to drive incremental distribution, shelf presence, and sustainable growth
- Serve as the senior relationship owner for the company’s most strategic retail, foodservice, and/or distributor accounts
- Negotiate and manage complex trade agreements, promotional calendars, and pricing structures that protect margin while driving volume
- Represent the company at senior‑level customer meetings, industry events, and category reviews
- Develop and scale channel‑specific strategies while identifying emerging retail and channel trends
- Monitor and evaluate pricing impact across accounts, identifying risks and opportunities related to competitive price gaps
- Oversee the national broker and third-party sales network, establishing performance standards and managing agency relationships
- Partner with Revenue Growth Leadership to optimize trade investment ROI and improve net revenue realization per case
- Uphold and demonstrate leadership in Corporate Responsibility programming including recycling, social advocacy, and volunteering
- Fulfill food safety responsibilities
What they require
- Bachelor’s degree required in Business, Sales, or a related field; MBA or advanced degree preferred
- 12 or more years of experience in sales or account management, including 6 or more years in a relevant functional leadership role; or 10 or more years with an advanced degree
- Proven experience leading a team of account managers or managing a national accounts department required
- Strong industry knowledge of CPG sales, trade management, retailer dynamics, and channel strategy; food or beverage experience strongly preferred
- Effective communicator and strategic leader with a track record of building senior-level customer relationships and influencing cross-functional teams
- Supervisory: This job has supervisory responsibilities
- This position has food safety responsibilities
Benefits
- Competitive salary
- 100% employer-paid medical premiums for associates and families
- Free Mental Health, Financial Wellness, and Legal Counseling benefits
- 401K with company match
- Company-paid Life Insurance
- Tuition reimbursement assistance
- Continuous learning opportunities
- Robust parental leave program
- Care Relief Fund to help associates in need
- Associate Assistance Program
- Paid volunteer time
Milo’s Tea Company is one of the fastest-growing beverage companies in the United States. Our culture and operations are built on the belief that we can make a difference in the world. That is why we put People First and strive to continually reduce our environmental impact on the planet. We leverage our world-class operations and decades-long distribution partnerships to grow the footprint of our core products and create new, innovative beverage products. We are the #1 and fastest-growing brand in the Refrigerated Tea Category in the nation.