10491 - Sr Manager of National Accounts -Value & Natural Channel

The Senior Manager, National Accounts – Value & Natural Channel is responsible for driving profitable sales growth, market share expansion, and strategic customer partnerships across assigned national retail accounts of . This role develops and executes customer business plans, leads customer negotiations, manages trade investments, and collaborates cross-functionally to deliver Barcel USA's commercial objectives.

Coordinate effectively with customer and the sales team to ensure execution excellence at retail.
Strong Negotiation Skills & Senior Management Customer Development

Key Responsibilities

• Customer & Business Management
• Manage assigned National Account customers and deliver annual sales, profitability, distribution, and market share objectives.
• Develop and execute Joint Business Plans (JBPs) aligned with customer and Barcel USA growth strategies.
• Build and maintain strong relationships with key customer stakeholders and decision-makers.
• Lead customer presentations, business reviews, line reviews, and planning meetings.
• Identify opportunities for distribution expansion, assortment optimization, and promotional effectiveness.
• Execute annual customer planning processes, including forecasting, budgeting, and trade planning.
• Strategic Planning
• Develop short- and long-term account strategies to accelerate sustainable growth.
• Analyze sales trends, market conditions, competitive activity, and customer performance.
• Utilize category insights and syndicated data to influence customer decisions and drive business results.
• Recommend strategic initiatives that support Barcel USA's commercial objectives.
• Financial Management
• Manage customer P&L performance and trade investment budgets.
• Monitor promotional spending and evaluate ROI.
• Support annual budget development and monthly forecasting processes.
• Ensure achievement of sales, profit, and volume targets.
• Cross-Functional Leadership
• Partner closely with Marketing, Category Management, Revenue Growth Management, Supply Chain, Finance, Shopper Marketing, and Demand Planning teams.
• Support new item launches, promotional events, and customer-specific initiatives.
• Coordinate effectively with DSD sales teams to ensure execution excellence at retail.
• Negotiation & Customer Development
• Lead negotiations involving pricing, promotions, contracts, distribution gains, and customer agreements.
• Resolve customer issues proactively while maintaining strong business partnerships.
• Identify opportunities to improve customer satisfaction and long-term business growth.

Qualifications

Education

• Bachelor's Degree in Business Administration, Marketing, Finance, or related field required.
• MBA preferred.

Experience

• 7+ years of progressive sales or National Account Management experience within Consumer Packaged Goods (CPG).
• Experience managing National Retail Accounts.
• Demonstrated success in customer negotiations and strategic account management.
• Experience with annual business planning, forecasting, and trade spend management.
• DSD (Direct Store Delivery) experience preferred.
• Strong understanding of category management and syndicated data (Circana, Nielsen, etc.).

Core Competencies

• Strategic Thinking
• Commercial Acumen
• Customer Relationship Management
• Negotiation & Influencing Skills
• Financial Analysis & P&L Management
• Category Management
• Revenue Growth Management
• Cross-Functional Collaboration
• Problem Solving
• Communication & Presentation Skills
• Results Orientation
• Data-Driven Decision Making
• Organizational Agility
• Key Performance Indicators (KPIs)
• Net Sales Growth
• Gross Profit Performance
• Market Share Growth
• Distribution Expansion
• Trade Spend Effectiveness
• Forecast Accuracy
• Revenue Growth by Customer
• New Item Distribution Success
• Customer Satisfaction Scores
• Annual Business Plan Achievement

Leadership Expectations

• Champion Barcel USA's values and leadership principles.
• Demonstrate accountability, integrity, and a customer-focused mindset.
• Foster collaboration across internal and external stakeholders.
• Drive innovation and continuous improvement.
• Act as a trusted business partner to customers and internal teams.

Physical Requirements

• Ability to travel up to 40% as business needs require.
• Ability to attend customer meetings, trade shows, and company events.
• Ability to work remotely and maintain a flexible schedule to support customer needs.
• Strong Warehouse experience required and knowledge of DSD (Direct Store Delivery) experience. 

Barcel USA LLC is an equal opportunity employer with a policy that provides equal employment opportunity for applicants and employees regardless of race, color, religion, disability, gender, age, national origin, sexual orientation, gender identity, marital status, pregnancy, veteran status, or any other classification protected by law. This policy applies to all aspects of employment, including recruitment, hiring, promotion, compensation, reassignment, layoff, discharge, education, training, and all other working conditions. 

We believe diversity drives innovation and success. We proudly welcome applications from individuals with disabilities, veterans, and women, and are committed to creating an environment where everyone can thrive.