Director Sales - National Accounts

Pressed; United States; On-site; USD 160,000 - 230,000; Full time

Job summary

Pressed is seeking a Director of Sales, National Accounts to lead revenue growth across Target, Kroger, and regional accounts. You will own account strategies, broker leadership, and KPI-driven plans, collaborating with Finance, Marketing, and Supply Chain to optimize margin and velocity.

You will manage customer interfaces, run quarterly reviews, and guide the broker network with a challenger mindset, ensuring alignment with brand objectives. Travel up to 40% is expected.

Qualifications

• 10+ years in CPG food & beverage sales, wellness shots or premium juice 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 environment.
• Excellent communication and negotiation with buyers and senior leadership.

Responsibilities

• Own account plans delivering revenue, distribution, velocity and profitability targets.
• Build account-specific growth strategies for Target, Kroger and regional accounts.
• Manage sales controllable lines in P&L and forecast/trade planning with Finance, Marketing, and Supply Chain.
• Lead brokers with KPIs, planning, and monthly reviews; drive accountability and alignment.
• Lead AOP, calendars, category reviews, and new item introductions with chain accounts.
• Influence buyers on pricing, promotion, shelf placement, and assortment.
• Build relationship with buyers and brokers; deliver run-of-show before market visits.

Skills

CPG sales

Key account management

HubSpot

Forecasting

Data analysis

Negotiation

Education

Bachelor's degree

Tools

HubSpot

Confido

Job description

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

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.