Senior Account Manager

Senior Account Manager – Small Format Optimization

Primo Brands is a leading branded beverage company in North America with a focus on healthy hydration. We are proud to offer an extensive and iconic portfolio of highly recognizable, sustainably sourced, and conveniently packaged branded beverages distributed across more than 150,000 retail outlets. We are currently seeking a Senior Account Manager, Small Format Optimization reporting to the Director of Sales. This pilot role will support Primo Brands' Small Format route-to-market test across priority markets, with initial focus on Dallas/Fort Worth Markets. The position is designed to strengthen the connection between account strategy and store-level execution by helping evaluate the incremental benefit from improved in-store execution and the optimal route-to-market model to deliver it.

In addition to field execution and test leadership, this role will own HQ management responsibilities for regional chains operating within the assigned test geography and build strong relationships with regional leadership at both Pharmacy and Convenience national accounts, to maximize execution, alignment, and buy-in. This role will work closely with retail partners, internal sales teams, Route to Market, Supply Chain, Finance, Customer Development, Field Sales, RSR/RAR/TSR teams, external DSD partners, wholesalers, and brokers to drive execution, capture learnings, and support profitable growth in Small Format. The right candidate will be based within the assigned test markets to enable regular store visits, branch engagement, customer interaction, and hands-on execution support, with the ability to travel up to 20% of the time.

Base Salary: $132,193 - 165,123 annually. This position is eligible for an annual bonus.

Location: Candidate must be based within one of the test markets: Dallas/Fort Worth. This is a market-based role and is not eligible for placement outside the assigned test markets.

Benefits of working for Primo Brands:

• Health Benefits: Medical, prescription, dental, vision, flexible spending account (FSA), dependent care flexible spending account (FSA), heath savings account (HSA)
• Retirement/Investing: 401K with a 5% match, Employee Stock Purchase Plan (ESPP)
• Insurance: Employee Life Insurance, short and long-term disability, critical illness, hospital indemnity, accident insurance, spouse/domestic partner/child life insurance, accidental death and dismemberment
• Other great benefits: Employee discounts, save on auto, home, and pet insurance, tuition reimbursement, paid vacation and sick time, 9 paid holidays and 3 paid floating holidays, paid leave for when you have a baby, adopt a child, or become a foster parent, legal services, identity theft protection, employee assistance program (EAP), adoption reimbursement benefit, FEDlogic, commuter benefits

Responsibilities

Key responsibilities for this position include but are not limited to:

• Test Leadership: Support execution of the Small Format RTM test in priority markets, initially Dallas–Fort Worth, Tampa, and Orlando, ensuring test activities are coordinated, market-specific, and aligned to business objectives.
• Regional Chain HQ Management: Own HQ management responsibilities for regional chains operating within the assigned test geography, including account planning, customer communication, initiative sell-in, execution follow-up, issue resolution, and alignment of market-level priorities with chain-level expectations.
• National Account Regional Leadership Engagement: Build and maintain relationships with regional leadership at national accounts operating in the test markets to maximize execution, secure buy-in, support local activation, and strengthen communication between national account strategy and regional/store-level execution.
• In-Store Execution: Drive implementation and tracking of key execution elements, including Primo dedicated cooler placements, cold vault facings, case pack displays, ambient racks, take-home programs, assortment priorities, shelf conditions, planogram adherence, out-of-stock management, date checks, and display execution.
• Route-to-Market Coordination: Partner with internal and external stakeholders to evaluate selling, delivery, and merchandising models across Customer Direct, Direct Warehouse, External DSD, Wholesaler, broker-supported, dedicated RSR, hybrid route, TSR/RAR, and other market-specific operating models.
• Store-Level Measurement: Coordinate field audits and store-level tracking to measure implementation, sales velocity, volume impact, distribution gains, cooler performance, merchandising compliance, and execution quality by test cell.
• Business Case Support: Help quantify incremental volume, revenue, gross margin, operating cost, one-time cost, Capex, operating profit, and ROI implications of execution improvements, cooler placements, route models, and resourcing scenarios.
• Cross-Functional Alignment: Serve as a connector across Customer Development, Sales Operations, Route to Market, Supply Chain, Finance, Marketing, branch teams, field sales, external DSD partners, wholesalers, brokers, and customer stakeholders to remove barriers and improve speed of execution.
• Training and Development: Develop, coordinate, and deliver market-level training, onboarding, tools, and execution guidance for internal teams and external stakeholders, including field sales, branch teams, RSR/RAR/TSR teams, external DSD partners, wholesalers, brokers, and customer-facing partners to ensure consistent understanding of test objectives, execution standards, KPIs, merchandising expectations, and feedback processes.
• Market Feedback and Learning Agenda: Capture test learnings, field feedback, execution risks, service-level issues, and customer insights to inform the preferred RTM model and broader Small Format growth strategy.
• Performance Management: Monitor KPIs and thresholds established for the test, including profitability, velocity, distribution, in-stock levels, share of shelf, cooler placement, route productivity, and communicate performance trends to leadership.
• Customer and Field Engagement: Participate in selected customer, market, and field discussions focused on execution updates, issue resolution, cooler and display activation, merchandising priorities, and operational follow-through.

Qualifications

Key qualifications for this position include but are not limited to:

• 5+ years' experience in account management, retail execution, field sales leadership, DSD operations, customer development, route-to-market, sales operations, or related commercial roles.
• Experience working with Small Format, Convenience, Drug, Dollar, or similar retail channels preferred.
• DSD operational management experience required.
• Strong understanding of in-store execution levers, including cooler placements, cold vault facings, displays, ambient racks, assortment, distribution, velocity, merchandising compliance, and out-of-stock management.
• Ability to work across multiple route-to-market models, including Customer Direct, Direct Warehouse, External DSD, Wholesaler, broker-supported, dedicated route, and hybrid route environments.
• Proven ability to influence and coordinate cross-functional teams, field partners, external partners, and customer stakeholders without direct authority.
• Analytical capability to interpret store-level performance, sales velocity, distribution, financial, margin, operating cost, and ROI data and convert insights into clear recommendations.
• Experience supporting pilots, market tests, performance tracking, KPI scorecards, business cases, or other structured learning agendas preferred.
• Financial acumen and understanding of revenue, gross margin, cost-to-serve, operating cost, Capex, operating profit, and ROI drivers.
• Self-starter with a collaborative mindset, effective communication skills, and the ability to translate strategy into field-level execution.
• Proficiency with Microsoft Office and experience using Circana, retailer portals, sales reporting, route performance tools, or other customer and field execution systems preferred.
• Must be based within Dallas–Fort Worth, Tampa, or Orlando and able to travel up to 20% of the time, including regular store visits, customer meetings, branch engagement, market walks, and field execution reviews.