National Account Manager- Kroger & Harris Teeter

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 like Tropicana, Naked, KeVita, Izze, Copella, and Punica. With over 76 years of global leadership in the orange juice category, we’re committed to preserving this legacy while driving innovation in 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.

We are looking to add a National Account Manager, Kroger + Harris Teeter to our Commercial team. This role will be responsible for leading and developing the +$45MM annual sales plans for the Tropicana Brands Group Juice business at Harris Teeter and the Naked Juice business king an accomplished, results‑focused, creative, and energetic manager with sales experience in fast‑paced environments with a proven track record of consistent revenue & profit generation in rapidly evolving landscapes.

Tropicana is looking for a critical thinker with exceptional communication, influencing and relationship management skills who thrives in a fast‑paced environment.

Additional responsibilities include:

• Report into the Sr. Director of Sales – Kroger. Wire directly with the category managers over Chilled Beverages, and Shelf Stable Juices that TBG has products in.
• Develop strong business relationship and winning partnership with Kroger +HT category buyers to develop and grow Tropicana Brands Group businesses.
• Work collaboratively with our Broker Partner to manage the Harris Teeter business.
• 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 on customer strategy and priorities to identify profitable growth opportunities, inform TBG’s growth strategies and tactics (growth opportunities include new distribution, white spaces, innovation, packs, pricing among others).
• Lead all aspects of customers’ joint business plan (JBP) process (including strategic and tactical plans) with category buyers as well as TBG leadership.
• Collaborate cross‑functionally to guide the development and implementation of strategic plans to align with customer goals, sell in 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 finance, supply chain and operations.
• Influence the internal stakeholders to support customer annual operating plan, deliver on customer expectations and unlock execution.
• Own the TBG Kroger and HT 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 indicators 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.

• A minimum of 5 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…