Key Account Manager

Just Ice Tea; Bethesda (MD); On-site; USD 90,000 - 130,000; Full time

Job summary

Just Ice Tea is seeking a high-performing Key Account Manager, Grocery Channel to lead growth across the United States. You will manage key customer relationships and develop account-specific growth strategies to drive sales, distribution, velocity, and profitability.

The ideal candidate is entrepreneurial, analytical, and collaborative, serving as a trusted advisor to customers while expanding Just Ice Tea’s presence in the grocery channel.

Qualifications

• Bachelor's degree or equivalent experience.
• 3–8 years in CPG sales.
• Experience managing grocery accounts.
• Strong distributor and broker networks knowledge.
• Proven sales and revenue target achievement.
• Excellent negotiation, presentation, and relationship skills.
• Strong analytics with sales and market data.
• Willing to travel 20–30%.

Responsibilities

• Manage regional and national natural accounts.
• Develop annual customer business plans.
• Lead pricing, promotions, and assortment negotiations.
• Deliver revenue, distribution, and profitability targets.
• Collaborate with distributor and broker partners for flawless execution.
• Support new market launches and customer expansion.
• Manage customer P&Ls and monitor profitability.
• Analyze sales performance and ROI on promotions.
• Develop customer forecasts and support yearly planning.
• Monitor competitive activity and suggest category improvements.

Skills

Negotiation

Presentation

Relationship management

Analytical

Travel flexibility

Education

Bachelor's degree or equivalent experience

Job description

At Just Ice Tea, we’re on a mission to help consumers “Eat (and Drink) the Change they wish to see in the world,” starting with our product line: Just Ice Tea. When their beloved brand was discontinued, Honest Tea Co-Founders Seth Goldman and Barry Nalebuff partnered with Celebrity Chef Spike Mendelsohn to brew a new, delicious tasting beverage that supports fair trade and organic farming. Launched in fall 2022 through Eat the Change, Just Ice Tea™ now offers 15 varieties of unsweetened and just sweet enough teas made with clean, easily recognizable ingredients. Through its commitment to fair trade, Just Ice Tea helps provide a more just, healthier way of life for our farmers and our planet—and healthier options for you. This is Just Ice Tea, but it’s also so much more.

Position Summary

Just Ice Tea is seeking a high-performing Key Account Manager, Grocery Channel to lead the growth and development of strategic grocery accounts across the United States. This role will be responsible for managing key customer relationships, developing and executing account-specific growth strategies, and partnering cross-functionally to drive sales, distribution, velocity, and profitability.

The ideal candidate is entrepreneurial, analytical, highly collaborative, and passionate about building mission-driven brands. This individual will serve as a trusted advisor to customers while helping expand Just Ice Tea's presence in the grocery channel.

Key Responsibilities

Customer & Account Management

• Manage a portfolio of regional and national natural accounts.
• Build and maintain strong relationships with category managers, buyers, brokers, and distributor partners.
• Develop annual customer business plans aligned with company objectives.
• Lead all customer negotiations including pricing, promotions, assortment, and trade programming.
• Conduct regular business reviews and identify opportunities to drive growth.

Sales & Business Development

• Deliver revenue, distribution, and profitability targets for assigned accounts.
• Identify opportunities for new item placements, expanded distribution, and incremental merchandising.
• Develop customer-specific strategies to maximize sales and market share.
• Collaborate with distributor and broker partners to ensure flawless execution in market.
• Support new market launches and customer expansion opportunities.
• Manage customer P&Ls and monitor account profitability.
• Analyze sales performance, promotional effectiveness, and trade spend ROI.
• Develop customer forecasts and support the company's annual planning process.
• Monitor competitive activity and provide recommendations to maintain category leadership.

Cross-Functional Collaboration

• Partner closely with Sales, Marketing, Supply Chain, Finance, and Operations teams.
• Communicate customer needs and market insights to internal stakeholders.
• Support the development and execution of marketing programs, new product launches, and customer-specific initiatives.
• Ensure customer commitments are executed successfully throughout the organization.

Reporting & Analysis

• Utilize syndicated data, distributor reporting, and internal sales reporting to identify trends and opportunities.
• Prepare sales forecasts, business reviews, and account updates for leadership.
• Track key performance indicators including distribution, velocity, pricing, and promotional performance.

Qualifications

Required

• Bachelor's degree or equivalent experience.
• 3–8 years of experience in consumer packaged goods (CPG) sales.
• Experience managing grocery retail accounts.
• Strong understanding of distributor and broker networks.
• Proven track record of achieving sales and revenue targets.
• Excellent negotiation, presentation, and relationship management skills.
• Strong analytical capabilities with experience using sales and market data.
• Ability to travel approximately 20–30%.

Preferred

• Experience working with natural, specialty, or mission-driven brands.
• Experience with syndicated data platforms such as Circana (IRI), Nielsen, or SPINS.
• Experience managing regional or national natural chain customers.

Details of the Position

This position is a full time, salaried position reporting to the Natural Sales Director for the Company. We offer a robust competitive benefits package.

Just Ice Tea is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.