National Account Manager, Food and Drug

MARQ Labs; Tennessee; Hybrid; USD 120,000 - 140,000; Full time

Benefits offered by this job

Health, dental and vision

401(k) with company match

Job summary

MARQ Labs seeks a National Account Manager, Food & Drug to lead customer relationships across Kroger, HEB, Publix, CVS and Walgreens. You will own the account plan, forecast, assortment, distribution and promotional strategy to drive profitable growth.

You’ll work cross-functionally with MARQ teams while actively building the number, identifying risks, and pursuing opportunities to expand MARQ brands across food and drug channels.

Qualifications

• 5+ years of CPG sales, customer development or national account management experience.
• Direct Food, Drug or Grocery account-management experience preferred.
• Experience with Kroger, Albertsons, CVS, Walgreens, HEB, Publix or comparable retailers strongly preferred.
• Proven ability to deliver sales, distribution and profitability targets.
• Strong commercial and financial acumen, including forecasting, trade investment and account profitability.
• Experience using POS, retailer and syndicated data such as Circana or Nielsen to identify business opportunities.
• Strong Excel and PowerPoint skills.

Responsibilities

• Own sales, forecasting, trade investment and profitability for assigned Food & Drug accounts.
• Build and execute annual customer plans aligned with MARQ's revenue and profitability goals.
• Develop strong relationships with buyers, merchants, category managers, planners and replenishment teams.
• Own assortment, distribution, shelving, pricing and promotional recommendations.
• Lead line reviews, new-item presentations, customer meetings and business reviews.
• Identify opportunities to expand MARQ brands, categories and distribution across existing customers.
• Maintain an accurate monthly forecast grounded in customer orders, POS trends, inventory, promotional activity and timing.
• Track performance against budget, forecast and prior year and identify risks and opportunities early.
• Develop clear actions to close sales gaps and capture incremental revenue opportunities.
• Communicate clearly on expected sales, risks, opportunities and support needed.

Skills

CPG sales

Customer management

Forecasting

Cross-functional collaboration

Excel proficiency

Education

Bachelor's degree

Tools

Circana

Nielsen

Retail portals

Job description

Reports to: Global Commercial Director (Head of Sales)

About MARQ Labs

MARQ Labs builds beauty and personal care brands including b.tan, MineTan and b.fresh, alongside a growing private label and contract manufacturing business.

We operate with a lean commercial structure built around the customer. Our account leaders own their businesses end to end, supported by Sales Operations, Customer Service, Marketing, Finance, Supply Chain and Operations.

About the Role

The National Account Manager, Food & Drug is the commercial owner for MARQ Labs customers across the Food and Drug channels, including accounts such as Kroger, HEB, Publix, Albertsons, Food Lion, CVS and Walgreens.

You will be responsible for delivering profitable sales growth, building strong customer relationships and ensuring MARQ executes against its commitments. You will own the account plan, forecast, assortment, distribution, promotional strategy, trade investment and overall commercial performance for your customers.

This is not a role where you simply report what is happening. We expect our account managers to understand the business, identify risks early, find opportunities and actively build the number.

You will work closely with teams across MARQ, but accountability for the customer relationship and commercial result sits with you.

What You’ll Do

• Own sales, forecasting, trade investment and profitability for assigned Food & Drug accounts
• Build and execute annual customer plans aligned with MARQ's revenue and profitability goals
• Develop strong relationships with buyers, merchants, category managers, planners, replenishment teams and other key customer contacts
• Own assortment, distribution, shelving, pricing and promotional recommendations
• Lead line reviews, new-item presentations, customer meetings and business reviews
• Identify opportunities to expand MARQ brands, categories and distribution across existing customers
• Maintain an accurate monthly forecast grounded in customer orders, POS trends, inventory, promotional activity and expected timing
• Track performance against budget, forecast and prior year and identify risks and opportunities early
• Develop clear actions to close sales gaps and capture incremental revenue opportunities
• Use POS, retailer and syndicated data to understand performance, identify white space and build fact-based customer recommendations
• Monitor customer inventory, weeks of supply, replenishment and out-of-stock risk
• Partner with Supply Chain and Operations to ensure inventory and production are aligned with customer demand
• Build promotional plans that drive profitable growth and evaluate performance and ROI
• Manage customer promotional submissions, pricing and execution requirements
• Partner with Marketing to develop customer-specific activation and demand-generation plans
• Partner with Finance on trade spend, deductions, profitability and account economics
• Work closely with Sales Operations and Customer Service to ensure orders, pricing, item setup and execution issues are resolved quickly
• Identify relevant private label or customer-specific opportunities where they align with MARQ's capabilities
• Communicate clearly on expected sales, risks, opportunities and support needed
• Serve as the internal voice of the customer while balancing customer needs with MARQ's commercial priorities

How Success Is Measured

Success in this role includes:

• Net sales versus budget and forecast
• Forecast accuracy
• Profitable growth and effective trade investment
• Distribution and assortment growth
• In-stock and inventory health
• Promotional execution and ROI
• Successful new-item launches and distribution expansion
• Timely resolution of account issues
• Identification and conversion of incremental revenue opportunities

What You will Bring

• 5+ years of CPG sales, customer development or national account management experience
• Direct Food, Drug or Grocery account-management experience
• Experience with customers such as Kroger, Albertsons, CVS, Walgreens, HEB, Publix, Ahold Delhaize or comparable retailers strongly preferred
• Proven ability to deliver sales, distribution and profitability targets
• Strong commercial and financial acumen, including forecasting, trade investment and account profitability
• Experience using POS, retailer and syndicated data such as Circana or Nielsen to identify business opportunities
• Experience working with retailer portals and customer-specific reporting tools
• Strong Excel and PowerPoint skills
• Strong presentation, negotiation and customer-management skills
• Ability to turn data into clear commercial actions
• Ability to manage both strategic account planning and detailed day-to-day execution
• Comfortable working cross-functionally across Marketing, Finance, Supply Chain, Operations and Sales Operations
• High level of ownership and ability to operate effectively in a lean, fast-moving organization
• Beauty, personal care, wellness or related CPG experience preferred
• Bachelor's degree preferred

What We Look For

We are looking for someone who takes ownership of the business and stays close to both the customer and the numbers. Strong account leaders at MARQ:

• Ask questions before making assumptions
• Identify problems early
• Bring recommendations, not just issues
• Follow through until issues are resolved
• Look for ways to grow existing customers rather than simply manage current distribution
• Understand the impact of inventory, forecasting and promotional execution on the sales result
• Balance immediate execution with longer-term customer growth
• Work effectively across functions while maintaining accountability for the commercial result

MARQ Labs is a fast-moving organization where individual contribution is visible. Strong performance can lead to responsibility for larger customers, broader channels or expanded commercial leadership.

Location & Travel

Hybrid, with location flexibility, preferably in the Central or Eastern US timezones. Travel of approximately 20% may be required for customer meetings, line reviews, trade shows and internal meetings.

Salary range: $120,000 – $140,000

Competitive base salary + benefits including: health, dental, vision, 401(k) + company provided match.