National Account Manager - Private Label Sales

Job Description

The National Account Manager - Private Label Sales is a key strategic sales role responsible for driving growth and managing relationships with national and regional retail accounts for Heartland’s private label sweetener and beverage enhancement portfolio. This position focuses on expanding private label business, negotiating contracts, launching new products, and delivering exceptional service to major customers (e.g., grocery, mass, club, and drug channels).

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The ideal candidate is a results-driven sales professional with deep CPG/private label experience, strong negotiation skills, and a passion for the health & wellness category.

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This role is based out of our Carmel, Indiana corporate office. Not a remote role.

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Key Responsibilities

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• Develop and execute strategic account plans to grow private label sales volume, revenue, and market share with assigned national and key regional accounts.

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• Build and maintain strong, collaborative relationships with buyer and category management teams at major retailers.

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• Lead new product development and launch initiatives tailored to customer needs, including custom formulations, packaging, and promotional programs.

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• Negotiate annual contracts, pricing, terms, and promotional agreements while protecting company margins and objectives.

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• Analyze sales data, market trends, and competitive activity to identify opportunities and risks; provide regular forecasts and business reviews.

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• Collaborate cross-functionally with Marketing, Supply Chain, Operations, R&D, and Finance to ensure seamless execution and customer satisfaction.

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• Support private label innovation by identifying emerging consumer trends in sugar reduction, plant-based sweeteners, and functional beverages.

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• Travel as needed (estimated 30-50%) to customer meetings, trade shows, and company facilities.

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Qualifications & Requirements

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• Education: Bachelor’s degree in Business, Marketing, Food Science, or a related field (MBA preferred).

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• Experience: 5+ years of progressive sales experience in CPG, preferably in private label, sweeteners, beverages, or adjacent categories. Proven track record managing national accounts (Walmart, Kroger, Costco, Target, etc.).

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• Skills:

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• Strong negotiation, presentation, and relationship-building skills.

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• Proficiency in sales analytics, CRM tools (e.g., Salesforce), and Microsoft Office (especially Excel and PowerPoint).

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• Deep understanding of category management, syndicated data (Nielsen/IRI), and retail dynamics.

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• Ability to thrive in a fast-paced, entrepreneurial environment.

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• Personal Attributes: Self-motivated, strategic thinker with excellent communication skills and a customer-first mindset.