National Account Manager - Sam's Club

Fresh‑Squeezed Legacy, Bold New Chapter

Tropicana Brands Group is a $3B startup aiming to revolutionize the beverage category. Formed in 2022 as a joint venture between PAI Partners and Pepsi Co, our portfolio includes iconic brands such as Tropicana, Naked, KeVita, Izze, Copella and Punica. With over 76 years of global leadership in the orange juice category, we are committed to preserving this legacy while driving innovation across other areas.

From reimagining orange juice to creating functional smoothies and driving afternoon refreshments, we are striving to become the undisputed global leader in fresh and chilled beverages.

The Commercial team is essential to Tropicana Brand Group’s success by driving revenue growth, acquiring and retaining customers, and providing valuable market insights. Working closely with other departments to align sales strategies with business goals, help shape pricing and product development and keep the company competitive and responsive to market shifts. By building strong customer relationships, maximizing profitability, and identifying new opportunities for growth, the team contributes to both short-term and long-term success.

Tropicana Brands Group is looking for a highly qualified Customer Manager, Sam’s Club to support the Commercial team to ensure the company’s goals and initiatives are met. This role is responsible for leading and developing the annual sales plans for the Tropicana Brands Group business at Sam’s Club as well as launching and accelerating our growth across the Club and Ambient categories.

Seeking an accomplished, results-focused, creative, and energetic manager with sales experience in fast-paced environments and a proven track record of consistent revenue and profit generation.

• Report into the Western NC VP
• Win directly with the Sam’s Merchants over chilled beverage
• Develop strong business relationships and winning partnership with Sam’s merchants and grow Tropicana Brands Group businesses at Sam’s Club
• Provide superior customer service and lead customer negotiations to grow the business and deliver against sales, revenue and profit goals
• Leverage channel expertise and knowledge of customer strategies and priorities to identify profitable growth opportunities, inform TBG’s growth strategies and tactics (growth opportunities include new distribution, outpaces, innovation, packs, pricing among others)
• Lead all aspects of business leadership (IBP process including strategic and tactical planning) with merchants and other Sam’s stakeholders as well as TBG leadership
• Collaborate cross-functionally to guide the development and implementation of strategic plans with customer goals, sales innovation and key initiatives to advance our position with the customer. These cross functional stakeholders include category management, commercial strategy, sales planning, marketing, shopper marketing, eComm, sales excellence, supply chain and operations
• Influence the internal stakeholders to support customer annual operating plan deliverables and unlock cross-functional support to drive the TBG Sam’s Customer P&L
• Leverage expert understanding of our system economics and value chain to deliver against financial goals
• Anticipate business issues and proactively plan resolution to address and communicate to key stakeholders, both internally and externally
• Lead annual sales, revenue, profit and key performance indicator planning (AOP—Annual Operating Plan)
• Oversee demand planning and supply chain customer service processes to guarantee that demand forecast is accurate and customer orders are filled on time and in full
• Manage item creation and pricing processes for Sam’s Club customers

• Bachelor’s Degree
• Minimum 5 years sales experience preferably with a consumer packaged goods organization
• A minimum of 3 years of fact-based direct selling experience
• Exceptional customer management, negotiation, and cross‑functional leadership skills
• Strong use of influencing skills to gain alignment, agreement, and commitments with both internal and external stakeholders
• Excellent communication with the ability to send and receive…