The Senior National Account Manager, Dollar General plays a critical role in driving profitable growth and strengthening one of our most strategic retail partnerships. This highly visible position is responsible for developing and executing customer-specific business strategies that deliver both short-term sales objectives and long-term category growth.
This role serves as the primary business leader for the Dollar General account, managing all aspects of customer engagement, strategic planning, forecasting, promotion, and execution. This individual will work cross-functionally with internal and external stakeholders to ensure alignment, drive innovation, and maximize the performance of the BIC portfolio.
The ideal candidate combines strong commercial acumen, strategic thinking, relationship-building skills, and executional excellence to influence customer decisions and deliver measurable business results.
What You'll Do Customer Leadership & Strategic Growth
- Develop and execute comprehensive customer business plans aligned with BIC's strategic objectives and Dollar General's growth priorities.
- Own the overall customer relationship and serve as the primary point of contact for key Dollar General decision-makers.
- Build and maintain strong partnerships with merchants, category managers, replenishment teams, and other customer stakeholders.
- Identify growth opportunities through assortment expansion, category insights, promotional strategies, and distribution gains.
Sales & Financial Management
- Meet or exceed annual sales, profit, market share, and distribution objectives.
- Forecast sales volume and customer demand in partnership with Sales Leadership and Supply Chain teams.
- Manage customer investments, including BDF/MDF funding, to maximize return on investment while adhering to company policies and budgets.
- Analyze business performance, identify risks and opportunities, and develop action plans to drive results.
Negotiation & Business Planning
- Lead annual business planning and customer line review processes.
- Develop and deliver compelling presentations supported by consumer, category, and marketplace insights.
- Negotiate pricing, promotional programs, assortment decisions, shelving opportunities, and customer agreements that support both customer and company objectives.
- Ensure excellence across all merchandising fundamentals, including distribution, pricing, shelf placement, and promotional execution.
Cross-Functional Collaboration
- Partner closely with Marketing, Supply Chain, Demand Planning, Customer Service, Finance, Category Management, Logistics, and Merchandising teams to deliver customer commitments.
- Communicate customer needs, marketplace dynamics, competitive activity, and emerging opportunities across the organization.
- Lead internal and external teams to solve business challenges and execute growth initiatives.
- Work collaboratively with Supply and Demand Planning teams to ensure forecast accuracy and inventory availability.
What You'll Need Required Qualifications
- Bachelor's degree in Business, Marketing, Sales, or a related field.
- 7-9 years of progressive sales experience within the consumer packaged goods (CPG) industry.
- Demonstrated success managing large national retail accounts and achieving sales growth objectives.
- Strong understanding of retail sales, category management, forecasting, replenishment, order management, and supply chain processes.
- Proven experience developing and executing customer business plans and sales strategies.
- Strong analytical, financial, and problem-solving capabilities.
- Excellent presentation, communication, and negotiation skills.
- Ability to influence cross-functional teams and manage multiple priorities in a fast-paced environment.
Preferred Qualifications
- Direct experience managing the Dollar General account is a nice to have.
- Experience working with large-scale discount, grocery, mass, or retail channel customers.
- Knowledge of category management tools, syndicated data, and shopper insights.
- Experience leading complex customer negotiations and strategic business planning processes.
Leadership Competencies
- Customer-focused mindset with a passion for building relationships and driving growth.
- Competitive drive balanced with strong collaboration and teamwork.
- High degree of ownership, accountability, and business acumen.
- Ability to navigate ambiguity and adapt to changing business priorities.
- Proven track record of delivering results and demonstrating upward career progression.
Travel Requirements & Work LocationThis role is remote and based from a home office. The position requires regular travel to customer meetings, business reviews, internal planning sessions, and industry events.
- Approximately 30-40% travel is required.
- Frequent travel to the Nashville, Tennessee area is expected to support the Dollar General business.
- Candidates must be comfortable managing a national account remotely while maintaining strong customer engagement and cross-functional collaboration.
What Success Looks Like in This RoleSuccess in this role means becoming a trusted strategic partner to both Dollar General and internal BIC stakeholders while consistently delivering profitable growth.
Within your first 12 months, you will:
- Achieve or exceed assigned sales, profit, and market share objectives.
- Strengthen executive-level relationships with key Dollar General decision-makers.
- Develop and execute customer business plans that drive sustainable category growth.
- Improve distribution, merchandising, promotional effectiveness, and assortment performance across BIC categories.
- Deliver accurate forecasts and effectively manage customer investments.
- Establish yourself as a collaborative leader who drives alignment across Sales, Marketing, Supply Chain, Finance, and Customer Service teams.
- Identify and capitalize on new business opportunities that expand BIC's presence and influence within Dollar General.
- Serve as a trusted voice of the customer, helping shape internal strategies and business priorities.
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