Job Overview:Join the fast-paced, growing Keurig Dr Pepper (KDP) team as a National Account Executive (NAE) supporting our Cold Beverage and WD Juice and Sauce portfolio at Costco, one of our top customers.
This role serves as the primary point of contact for Costco's Midwest & Northwest regions in addition to the Business Center format across selling, promotions, pricing, and assortment. The NAE will use a highly collaborative, team-first approach to build and execute best-in-class customer plans. As a key member of the sales leadership team, this role contributes to volume, net sales, profit and share growth by driving the right assortment/distribution and execution of Joint Business Plans across the portfolio.
The National Account Executive will partner with a strong cross-functional team to lead KDP's DSD Cold Beverage and WD Juice and Sauce businesses at Costco. Success will be driven through close collaboration with Commercial, Revenue Growth Management, Supply Chain, Brand, and local support teams. This role reports to the Director of Sales, Costco & BJs.
The ideal candidate brings 5+ years of CPG sales experience, calling on headquarters buyers at Costco or other major retailers. Experience developing Annual Operating Plans (AOPs) and leveraging syndicated and retail data (e.g. Nielsen, IRI/Circana) in a solution-selling environment is required. This individual will proactively partner with internal KDP teams to ensure strong execution of the Costco strategy and effective budget management to maximize ROI.
Location and Travel: The role is based in Seattle, WA with 15% travel (depending on business needs).
Responsibilities
- Serve as the day-to-day leader and primary point of contact for the DSD Beverage & WD Cold portfolio in Costco NW/MW and Business Centers, accountable for AOP delivery and key KDP and Costco metrics
- Develop and execute Joint Business Plans with Costco regions to drive mutual, multi-year growth
- Lead promotional strategy and trade spend management, including tracking, analysis, price/pack planning, modeling, and optimization
- Maintain strong communication with key stakeholders across Commercial, RGM, Supply Chain, and Brand as an internal champion for the Costco business. Lead cross functional team to build and execute a strategic plan for the business both short and long term. Drive timely and effective results through these resources.
- Lead Costco marketing and merchandising plans, including the creation of digital and print assets with agency support
- Represent the KDP Costco business in internal and external planning forums, including QBRs, JBPs, semiannual, and annual planning meetings
- Sell win-win solutions that strengthen the partnership while protecting KDP's financial goals.
- Utilize internal, syndicated and POS data to proactively identify gaps to AOP, develop and monitor corrective action plans and report results.
- Lead all customer negotiations with consideration given to KDP and customer's key priorities.
Total Rewards:- Salary range $116,100 - $170,000
- 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:- Bachelor's degree (BS/BA) or equivalent experience
- 5+ years of CPG Sales or sales support experience at a national retail account. 1 year of cross-functional experience outside of Sales (e.g., Category Management, Finance, Supply Chain, Shopper Marketing, E-Commerce) preferred.
- Experience leading a broader commercial team to design the building blocks required for attaining AOP
- Detail oriented and analytical; ability to interpret syndicated data to uncover new business
- Demonstrated financial acumen; ability to own a P&L and making data-driven decisions
- Strong proficiency in Microsoft Excel, PowerPoint and Outlook
- Costco selling experience preferred
Core Competencies
- Collaborator - works across all functions and draws business partners in for solution-based outcomes
- Innovator (thought, process) - seeking new ways to drive and uncover business opportunities
- General Manager Mindset - sees the bigger picture and driven to produce results beyond the desk
- Accountable - owns the wins and losses, passes no blame, takes ownership seriously
- Strong Emotional Intelligence - projects positivity, listens intently, is others-centric minded, a mender, a builder, a resolver, and a grower
- Enabler - enables and empowers others, gives access to all elements of business to all relevant partners, wins together
