Job Overview:This
National Account Executive role leads the H-E-B Direct Store Delivery beverage business, owning customer strategy, commercial performance, and cross-functional execution for one of KDP's most strategic retail partnerships. The ideal candidate will combine strong account ownership, financial discipline, and H-E-B customer fluency to deliver growth, strengthen partnership value, and translate strategy into flawless in-market execution.
As the primary point of contact, you will operate as a trusted partner to H-E-B, balancing strategic planning with flawless execution. This role requires strong ownership, cross-functional leadership, and a deep commitment to delivering solutions that create value for both H-E-B and our business.
Responsibilities:
Success in this role will be measured by profitable growth, H-E-B partnership strength, execution quality across the DSD system, and the ability to align internal teams behind clear customer priorities.
DRIVE RESULTS & OWN THE BUSINESS- Own and deliver the Annual Operating Plan (AOP) across the DSD beverage business
- Manage full P&L responsibility including revenue, trade investment, and profitability
- Identify and execute opportunities for volume, distribution, and share growth
- Drive disciplined trade and promotional ROI while accelerating top-line growth
- Continuously monitor performance and proactively adjust to exceed target
LEAD H-E-B CUSTOMER STRATEGY- Develop and execute joint business plans aligned to H-E-B's growth priorities
- Build insight-driven selling stories grounded in shopper, category, and market data
- Lead strategy and category cases across the DSD beverage portfolio
- Bring forward proactive, innovative solutions that support H-E-B's category and retail media priorities
- Anticipate customer needs and act with a solutions-oriented mindset
WIN IN THE DSD MODELLead DSD strategy and execution from headquarters planning through store-level delivery, ensuring field teams, operators, and customer priorities stay aligned
- Partner with field sales, bottlers/distributors, and operations to ensure strong in-store execution
- Drive excellence in distribution, shelving, merchandising, and display compliance
- Identify gaps and lead continuous improvement across the DSD system
BUILD TRUSTED, LONG-TERM PARTNERSHIPS- Serve as the primary liaison to H-E-B buyers, category managers, and leadership
- Build authentic, trust-based relationships aligned to H-E-B's culture and values
- Influence decisions through data, insights, and a solutions-first approach
- Represent the voice of H-E-B internally to ensure alignment and focus
LEAD CROSS-FUNCTIONAL EXECUTION- Partner with Sales Planning, RGM, Supply Chain, Marketing, and Field Sales teams
- Translate strategy into clear, actionable plans across all functions
- Drive accountability and alignment to ensure executional excellence
- Operate with urgency while maintaining strong communication and collaboration
Total Rewards:- Salary range $116,100 - $165,000
- Actual placement within the compensation range may vary depending on experience, skills, and other factors
- Benefits, subject to election and eligibility: Medical, Dental, Vision, Disability, Paid Time Off (including paid parental leave, vacation, and sick), 401k with company match, Tuition Reimbursement, and Mileage Reimbursement
- Annual bonus based on performance and eligibility
Requirements:The strongest candidate will be comfortable leading through influence, managing ambiguity, and creating alignment across customer, field, supply chain, finance, and commercial stakeholders. This role requires someone who can move quickly without losing discipline, communicate clearly with senior leaders, and turn insights into action.
- 5+ years of experience in sales, account management, or commercial leadership roles (CPG or grocery preferred)
- Bachelor's degree in Business, Marketing, or a related field (or equivalent professional experience)
- Experience working with H-E-B or similar high-performing grocery retailers strongly preferred
- Experience in beverage or related consumables categories preferred
- Proven track record of delivering revenue and profit growth across complex accounts
- Experience managing Direct Store Delivery business models
- Strong financial acumen with P&L ownership and trade spend management
- Excellent communication and presentation skills
- Proficiency in Excel and PowerPoint
- Willingness to travel as needed to support account meetings, store visits, and headquarters engagement
