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Senior National Account Manager, New Business Development will be responsible for leading and growing a portfolio of strategic emerging retail customers for Georgia-Pacific Retail Consumer Products, while serving as a key liaison for cross-enterprise growth initiatives across GP Retail and GP PRO and Anchor Packaging. This role manages a diverse customer base that includes National Home Improvement, Hard Discount, Hyper Discount, and other emerging retail channels.
Over the past 24 months, this business has delivered significant growth through expanded partnerships and distribution gains with customers including ALDI, Lidl, Home Depot, and Lowe's, establishing several of Georgia-Pacific's fastest-growing customer relationships. The Senior National Account Manager will be responsible for continuing to accelerate growth by developing customer-specific strategies, expanding category presence, identifying new business opportunities, and delivering profitable volume and share growth across the portfolio.
The role requires strong customer relationship management, strategic business planning, financial acumen, and cross-functional leadership. The successful candidate will partner closely with Category Management, Customer Planning, Brand Marketing, Supply Chain, and Revenue Management teams to develop and execute joint business plans that create value for both Georgia-Pacific and its customers.
This position reports to the Senior Customer Team Leader, Target & New Business Development and offers flexibility in work location.
What You Will Do- Lead customer relationships and business development activities across New & Emerging Retail channels, including National Home Improvement, and Hard Discount customers.
- Deliver annual growth against key Georgia-Pacific measures including Net Revenue, NIAT, Market Share, DSMP, IDM, and Forecast Accuracy.
- Develop and execute customer-specific growth strategies that expand distribution, accelerate category penetration, and deliver profitable sales growth.
- Build strong customer relationships through effective wiring at multiple levels of the organization, including buyers, merchandising leaders, category teams, and senior decision-makers.
- Identify, pursue, and execute new business opportunities that support Georgia-Pacific's growth objectives.
- Create long-term value by understanding customer strategies, financial objectives, shopper needs, and growth priorities.
- Partner with Retail and GP Enterprise teams to develop mutually beneficial Joint Business Plans that support sustainable growth.
- Lead customer meetings, line reviews, growth summits, and annual planning processes across Tissue, Towel, and Disposable Tableware categories.
- Collaborate with Category Management and Customer Planning teams to develop data-driven selling stories, assortment recommendations, distribution expansion opportunities, and promotional strategies.
- Own annual account planning, volume forecasting, trade investment planning, and business performance reviews.
- Develop merchandising, marketing, and activation strategies that strengthen brand presence and deliver positive ROI.
- Manage trade investments and customer funding with a focus on maximizing profitable growth and return on investment.
- Partner with Sales Analysts and Customer Investment Managers to ensure accurate volume, forecast, and trade planning.
- Identify opportunities to improve profitability through pricing, product mix, supply chain optimization, cost management, and customer-specific value creation initiatives.
Who You Are (Basic Qualifications) - Bachelor's degree
- Consumer Products industry experience
- 5 years of trade marketing, sales and, or customer investment experience within the CPG industry
- Experience with Microsoft Office (Outlook, Excel, Power Point, Co-Pilot and Word).
What Will Put You Ahead - Demonstrated success managing strategic retail customers and delivering profitable growth.
- Experience driving new business development, distribution expansion, and customer acquisition within the CPG industry.
- Experience growing customer partnerships within Discount, Home Improvement, Mass Retail, Home & Hardware, or Emerging Retail channels.
- Experience with business planning, financial acumen, category management, and negotiation skills.
- Experience leading complex cross-functional initiatives and influence internal and external stakeholders.
- Experience utilizing data, insights, and analytics to create compelling customer value propositions.
- 5+ years' experience managing Mass Retail Partnerships
Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate's knowledge, skills, abilities, and geographic location. If you have questions, please speak to your recruiter about the flexibility and detail of our compensation philosophy.
Hiring Philosophy All Koch companies value diversity of thought, perspectives, aptitudes, experiences, and backgrounds. We are Military Ready and Second Chance employers. Learn more about our hiring philosophy here .
Our Benefits Our goal is for each employee, and their families, to live fulfilling and healthy lives. We provide essential resources and support to build and maintain physical, financial, and emotional strength - focusing on overall wellbeing so you can focus on what matters most. Our benefits plan includes - medical, dental, vision, flexible spending and health savings accounts, life insurance, ADD, disability, retirement, paid vacation/time off, educational assistance, and may also include infertility assistance, paid parental leave and adoption assistance. Specific eligibility criteria is set by the applicable Summary Plan Description, policy or guideline and benefits may vary by geographic region. If you have questions on what benefits apply to you, please speak to your recruiter.
Additionally, everyone has individual work and personal needs. We seek to enable the best work environment that helps you and the business work together to produce superior results.
For this role, we anticipate paying $150,000 to $220,000 (role will be eligible for Sales Incentive Plan)
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