Job Title: National Account Manager, East
Reports To: Senior Director, Grocery
Location: Remote. Role requires residence within the Eastern U.S. to effectively support the territory.
Position Overview
The National Account Manager, East will own and grow a portfolio of strategic grocery customers across the Eastern United States, including accounts such as ADUSA Banners, Wegmans, Wakefern, Market Basket, MDI/Lowes, Ingles, Lidl, etc.
This leader will be responsible for developing customer strategies, strengthening retailer and broker partnerships, expanding distribution, executing promotional plans, and delivering profitable revenue growth. The ideal candidate is equally comfortable building executive relationships, leading joint business planning, analyzing customer P&Ls, and rolling up their sleeves to solve day-to-day commercial challenges.
This role reports to the Senior Director of Grocery.
Responsibilities
Customer Leadership
- Own P&L responsibility for assigned grocery accounts
- Develop annual customer business plans
- Lead line reviews, assortment discussions, pricing negotiations, and promotional planning
- Identify distribution opportunities and whitespace expansion
Retail Partnership
- Build trusted relationships with buyers and category managers
- Develop retailer-specific growth strategies
- Execute annual joint business planning
- Represent MUSH as a strategic long-term partner
Commercial Execution
- Manage forecasting alongside Demand Planning
- Coordinate launches across Marketing, Operations, and Supply Chain
- Monitor promotional performance
- Resolve customer issues proactively
Cross-Functional Leadership
Partner closely with:
- Category Management
- Shopper Marketing
- Revenue Management
- Operations
- Finance
- Marketing
Qualifications
- 7-12 years of CPG sales experience
- Experience managing major regional grocery customers
- Proven success growing refrigerated or fresh food categories preferred
- Experience working with broker partners is preferred
- Strong analytical capabilities
- Excellent communication & negotiation skills
- Ability to travel approximately 40%
Success Looks Like
Within the first 12 months:
- Grow assigned customer revenue profitably
- Expand distribution
- Strengthen retailer and broker relationships
- Improve promotional effectiveness
- Deliver accurate forecasts
- Become a trusted voice inside the commercial organization
