Director, National Accounts
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Job Description
Director of National Accounts driving strategy for grocery retailers at Javvy Coffee Company. Leading high-level negotiations and managing complex national retail partnerships for coffee products.
Responsibilities:
- Own and lead relationships with grocery retailers at the HQ level
- Serve as the primary executive contact for buyers, category directors, and senior merchant teams
- Develop and drive joint business plans aligned with retailer and Javvy growth objectives
- Lead annual planning, line reviews, and category presentations
- Drive national distribution expansion across key accounts
- Identify and secure new item placements, category resets, and incremental shelf space
- Lead strategy for new product launches across national retailers
- Own top-line performance across national accounts (revenue, velocity, profitability)
- Analyze syndicated and retailer data (IRI/Nielsen, retailer portals) to identify growth opportunities
- Develop and execute promotional, merchandising, and pricing strategies
- Ensure strong in-store execution in partnership with field and broker teams
- Own trade spend strategy, budgeting, and ROI optimization across national accounts
- Lead high-level negotiations including pricing, promotions, and annual agreements
- Manage retailer programs to ensure alignment with financial and brand goals
- Partner with supply chain and operations to ensure seamless onboarding, forecasting, and replenishment
- Collaborate with marketing on national campaigns, retail media, and in-store activations
- Provide retailer insights to inform product innovation and overall go-to-market strategy
- Work with brokers and internal teams to ensure alignment and execution across all accounts
Requirements:
- 8–10+ years of experience in CPG sales
- Proven experience managing HQ callpoints with large-format national retailers (e.g., Kroger, Albertsons, Publix, etc.)
- Strong track record of scaling distribution and delivering revenue growth at the national level
- Experience with UNFI and/or KeHE
- Deep experience leading line reviews, JBPs, and annual negotiations
- Expertise in trade spend management and retail P&L ownership
- Strong analytical skills with experience using syndicated data (IRI, Nielsen, SPINS)
- Experience working with brokers and cross-functional teams in an omnichannel environment
- Strategic thinker with an entrepreneurial mindset and ability to operate in a fast-growing company.
Benefits:
- 100% Company-Paid Health, Dental, Vision & Life Insurance for employees (Family coverage available at employee cost)
- 401(k) Retirement Plan
- Parental Leave
- Free Access to Javvy Products
- Career Growth Opportunities
- Collaborative, Fast-Paced Start-Up Environment
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