Sales Director, National Accounts, Target and Drug Channel

Sales Director, National Accounts, Target and Drug Channel

Since 1996, FIJI Water has embodied what it means to be Earth's Finest Water®. Sourced from the islands of Fiji, FIJI Water is the No. 1 premium imported bottled water brand in the United States, and America's Favorite Bottled Water Brand. FIJI Water is sold in more than 80 countries worldwide, known for its iconic square bottle, unique mineral profile, and soft smooth taste.

Sourced from a natural artesian aquifer in the islands of Fiji, the difference is the source – FIJI Water gathers natural electrolytes and minerals and maintains a perfectly balanced pH.

The Sales Director, National Accounts – Target and Drug is responsible for leading the strategic and customer partnership, and overall business performance for FIJI Water's Target and Drug Channel business. This role develops and executes long-term growth strategies, annual joint business plans, and omnichannel initiatives that drive sustainable revenue growth, market share gains, profitability, and customer engagement. Reporting to the Vice President, National Accounts, this role will serve as the primary connection between the customer, FIJI Water leadership and cross-functional stakeholders to deliver exceptional business results and long-term competitive advantage.

This is a Minneapolis–Saint Paul metro area–based role and includes up to 50% travel.

• Strategic Leadership & Joint Business Planning: Lead the overall strategic direction, long-term vision, and annual Joint Business Plan (JBP) for the total Target and Drug Channel business, including Target Stores, , and Drug Channel customers. Translate corporate growth priorities into customer-specific strategies that deliver sustainable sales, share, distribution, and profitability growth.
• Financial & P&L Management: Own total account P&L performance, including volume, net sales, gross margin, trade spend, deductions, and profitability. Build and manage annual plans, optimize promotional investments, evaluate ROI, and proactively identify risks or opportunities that may impact revenue, profit, inventory, or customer service levels.
• Retailer Relationship Management: Cultivate trusted, multi-level relationships with Target and Drug Channel merchants, replenishment managers, category teams, supply chain leaders, and cross-functional customer partners. Serve as the senior customer contact and strategic business partner, representing the FIJI Water with professionalism, urgency, and a clear understanding of retailer priorities.
• Omnichannel Growth: In close partnership with the in-house eCommerce Center of Excellence, will create high growth omnichannel strategies, driving seamless integration across in-store execution, modular planning, digital commerce, , and Drug Channel initiatives. Partner with internal and external customer teams to ensure assortment, merchandising, promotional plans, and retail execution are aligned across physical and digital channels to improve shopper engagement, availability, and total account growth.
• Partnership with FIJI Water BU HQ Team & Field Execution Team: Act as the key connection point between the Target/Drug customer team, FIJI Water BU headquarters, and field execution partners to ensure alignment on strategy, priorities, and execution. Translate national account plans into clear retail activation guidance, field priorities, promotional expectations, and measurable execution standards, while creating feedback loops that improve in-store compliance, customer performance, and overall business results.
• Data-Driven Selling: Use customer POS and syndicated data to develop fact-based selling stories, customer business reviews, assortment recommendations, promotional analysis, and corrective action plans. Translate data into clear insights and recommendations that support growth, improve execution, strengthen customer decision-making, and optimize strategies.
• Assortment, Merchandising & Modular Execution: Lead line reviews, modular planning, assortment optimization, new item launches, feature/display planning, and merchandising initiatives. Partner with internal and customer teams to improve…