What You'll Do:As the
National Accounts Manager - Retail, you will lead efforts to transform retail supply chains by driving the shift from traditional corrugated packaging to Tosca's sustainable Reusable Plastic Containers (RPCs). You'll develop and strengthen relationships with key retail partners-from the C-suite to distribution centers-serving as a trusted advisor and strategic partner.
In this high-impact role, you will influence decision-makers, uncover growth opportunities, and drive adoption of RPCs across complex retail networks. You'll manage and expand strategic accounts, lead new business initiatives, and collaborate across multiple departments to deliver solutions that generate long-term value.
Responsibilities:- Serve as the primary point of contact for key retail partners, building strong relationships across functions and levels-from distribution centers to corporate leadership.
- Influence retailers to adopt Tosca's Reusable Plastic Containers (RPCs) by demonstrating the value of sustainable packaging across their supply chain.
- Partner closely with Tosca's Protein, Produce, Egg, and New Business Development teams to support supplier engagement and ensure alignment with retailers.
- Lead initial RFP efforts and ongoing contract maintenance negotiations to maximize EBITA.
- Identify and pursue new business opportunities by securing trials and managing pilots that demonstrate RPC impact on efficiency and sustainability.
- Support the conversion of goods shipped to retailers from traditional single-use packaging to Tosca's RPCs, ensuring buy-in from both retailer and supplier partners.
- Build and maintain detailed account plans for retail partners, aligning strategies with revenue goals and Tosca's sustainability mission.
- Conduct supply chain and cost analyses to build compelling value propositions and support decision-making at the retail level.
- Maintain a healthy pipeline of retailer-driven opportunities and ensure continuous progress toward adoption milestones.
- Travel as needed to meet with retail stakeholders, support pilot programs, and drive in-person engagement.
What We Are Looking For:- Bachelor's degree or a minimum of 10 years of directly relevant professional experience in lieu of a degree.
- Minimum of 5 years of experience in supply chain, packaging, logistics, retail sales, or national account management.
- Proven B2B sales experience with a track record of closing complex deals.
- Strong analytical, communication, and presentation skills.
- Proficiency in Microsoft Office and Outlook.
- Ability to travel overnight up to 50%, as required.
- Valid U.S. driver's license
Preferred Qualifications:- Background in retail, perishables, or packaging industries.
- Experience influencing change within large retail or supplier organizations.
- Strong understanding of supply chain structures, price/volume trade-offs, and profitability analysis.
- Entrepreneurial spirit with a proactive, solution-oriented mindset.
Work ScheduleThis remote position supports customers across the Western United States and is open to candidates residing in U.S. states where Tosca is registered as an employer. The ideal candidate is strategically located near a major commercial airport to enable efficient travel throughout the territory. The role requires up to 50% travel, including overnight stays, for customer meetings, business development, and internal collaboration.
