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 PepsiCo, 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.

Your Next Pour: The Opportunity

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 with a proven track record of consistent revenue & profit generation in rapidly evolving landscapes. Initiate taking, and as a collaborator and influencer with excellent communication, analytical, multitasking, decision-making, problem-solving, negotiation, and creative thinking skills.

• 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 develop 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 on 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

The Perfect Blend: Experience

• 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 information clearly and compelling way


• Storyteller with the passion for developing and presenting compelling selling stories


• Superior presentation skills; ability to present at all levels within customer and internal organization


• Ability to plan and simultaneously manage major projects involving multiple stakeholders in an organized, focused, and efficient way to meet objectives and deadlines


• Superior time management skills; ability to set priorities and multitask


• Demonstrated analytical, critical thinking and thought leadership skills to link customer and TBG strategies and objectives and leverage insights to develop profitable growth plans


• Self-starter with the ability to work independently without constant direct supervision to solve problems via leading cross-functionality


• Solid understanding of financials including P&L impact of sales decisions. Financial acumen to build sound and compelling profit driving propositions for the TBG and the customer


• Strong ability to work within and be successful in a fast-paced and matrixed environment


• Strong PC skills especially on PowerPoint and Excel


• This position is limited to persons with indefinite right to work in the United States

Foundational Ingredients: Requirements

• Bachelor’s degree


• Must be legally authorized to work in the United States without the need for employer sponsorship now or in the future


• Ability to work effectively in a remote environment, demonstrating self-motivation, strong communication skills, and the discipline to thrive independently in a home office setting.


• Travel up to 20%


• Strong ability to work within and be successful in a fast-paced and matrixed environment.


• Strong PC skillset especially on PowerPoint and Excel.

Perks That Pack a Punch

TBG is pleased to offer you a comprehensive benefits package which includes a 401(k) plan, medical, dental, vision, company provided life, STD and LTD insurance. In addition, you may also elect to participate in voluntary life, accident, hospital, and critical illness coverages.

The base salary range for this position is $87,000-$120,000 annually