VP of Sales - National Accounts

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Full-Time Regular Senior Management US

7 days ago Requisition

Salary Range: $ To $ Annually

• This position will report to the:
  Chief Revenue Officer
• Travel Requirement:
  Extensive
• Location:
  
  Remote
• FLSA Status:
  Exempt
• Employment Category:
  Full time regular

The Vice President, National Accounts is a senior sales leadership role responsible for developing and executing the company's national sales strategy while driving sustainable revenue, profitability, and customer growth across assigned accounts. Reporting as a member of the sales leadership team and XLT, this role leads a high-performing sales organization consisting of National Sales Directors and field-based sales professionals in a customer-centric environment.

The VP, National Accounts partners closely with cross-functional teams including Marketing, Finance, Operations, Sales Strategy and Executive Leadership to deliver growth objectives, optimize customer relationships, and build long-term strategic plans. This position requires significant customer engagement and travel (~40%) and plays a key role in shaping the future direction of the organization.

Lead, develop, and inspire a national accounts team who covers Club (Costco/Sam’s), Mass (W-M/Target), Value (Aldi, Lidl, DG) sales channels to exceed revenue and profitability goals.

• Provide direction, coaching, mentoring, and professional development opportunities for National Sales Directors and field sales teams.
• Build organizational capability by recruiting, developing, and retaining top sales talent.
• Foster a culture of accountability, collaboration, execution, and employee engagement.
• Provide hands‑on coaching through customer visits, presentations, and joint sales calls.
• Serve as an escalation point for complex customer, pricing, and resource issues.

• Develop and execute a sustainable, adaptable, and progressive sales strategy aligned with company objectives.
• Identify and pursue new business opportunities and customer relationships to drive growth.
• Lead annual customer planning processes and monthly business reviews.
• Partner with internal stakeholders to develop cross‑selling opportunities and integrated growth strategies.
• Provide thought leadership to the organization with a strong focus on revenue growth, profitability, and execution excellence.

• Own revenue, net sales growth, gross margin, and profit performance across national, regional, and strategic accounts.
• Forecast annual, quarterly, and monthly sales performance accurately.
• Analyze market trends, customer performance, and sales data to identify opportunities and risks.
• Lead growth planning initiatives and develop actionable recommendations based on business insights.
• Manage trade spend processes and support effective investment decisions.

• Build and maintain strong relationships with key customers, distributors, brokers, and strategic partners.
• Develop and execute joint business plans with customers and partner organizations.
• Support onboarding and ongoing management of new partners.
• Evaluate account performance and recommend strategies to improve results.
• Address customer service, pricing, and sales‑related issues in a timely and professional manner.
• Represent the company at customer meetings, trade shows, and industry events.

• Partner closely with Marketing to evaluate promotional effectiveness and align commercial strategies.
• Collaborate with Finance on forecasting, budgeting, and revenue management.
• Work cross‑functionally to ensure alignment between sales plans and operational capabilities.
• Communicate business performance, opportunities, and priorities to executive leadership and key stakeholders.
• Present at company meetings and contribute to strategic decision‑making as a member of the leadership team.

• Develop and manage sales budgets and related expenses.
• Establish and…