National Account Manager, Tier 2 & Distributors

What is Saint James

We are so much more than an iced tea brand. We’re a passionate group of people dedicated to shaking up the beverage scene for good, delivering organic hydration as it should be! At Saint James, we’re redefining the multi-billion dollar iced tea and yerba mate categories in a healthier and more sustainable way, bringing the natural functionality of real brewed beverages to today’s consumers.

What you will do

The National Account Manager, Tier 2 & Distributors owns the long tail of the business and the distributor network that reaches it: 130 accounts nationally, from AWG and SpartanNash down to regional chains and independents, plus the DSD and broadline partners who put our product on those shelves.

This is a new-business role more than a maintenance one. One wholesaler sell-in opens a distributor and the hundreds of independents behind it, which is why the accounts and the distributor network are owned together rather than split. The role is national for now because the work is not evenly distributed — the eastern tail is roughly three times the size of the western one — and the trigger to split it is growth in the West rather than the calendar.

• Own the Tier 2 account book —regional grocery and wholesale accounts nationally — the sell-in, the promotional calendar, and the relationships that keep us in the set.
• Own the wholesaler relationships — AWG, SpartanNash, Associated Food Stores, MDI and the other buying groups whose decisions reach hundreds of stores at once.
• Open new distribution — work the DSD and broadline network region by region to open new distributors and the independents behind them — this is the primary measure of the role.
• Be the named counterpart for every Field Sales region — each of the seven regions has one person in National Accounts to bring a new distributor opportunity to. That is you.
• Work the white space list — the sized opportunity list for the Tier 2 tail, prioritized by what a single sell-in opens rather than by account size alone.
• Run the promotional calendar for your book — deals, ad features and off-shelf programs coordinated with the field and with the broader National Accounts calendar.
• Bring order to the tail — most of these accounts are not in syndicated data. Build and maintain the tracker that tells us what we have, where, and what it is worth.

What success looks like in year one

• Within 90 days: the Tier 2 tracker is current and accurate, the top opportunities are sized and prioritized, and each Field Sales region knows who to bring a distributor opportunity to.
• Within 6 months: new distributors have been opened in at least three regions, and the wholesaler relationships have a standing cadence rather than ad hoc contact.
• Within 12 months: new accounts and distributors opened against the white space plan is a tracked, growing number, and the western tail has grown enough to justify a second seat.

What You Bring

• Always acting with integrity through a “what’s right and best” mindset.
• Positively add to and harness the empowering culture that has already been developed.
• Intrinsically motivated and accountable to both professional and personal goals/responsibilities.
• Detail-oriented and focused on doing it right vs. getting it done.
• Hunting instinct. This is a book where the reward comes from opening something new, not from defending what exists.
• The organization to hold 130 accounts and 84 call points in a system rather than in your head.
• Comfort working with and through a field sales organization that does not report to you.
• Extremely organized, dependable, and self-motivated.
• Excellent verbal and written communication and presentation skills.
• Demonstrated ability to excel in a hands-on, fast-paced entrepreneurial environment.
• A strong work ethic, a desire to succeed, and a passion for building a brand.

Your Background

• 3+ years in CPG account management or distributor sales, beverage or food strongly preferred.
• Direct experience selling into wholesalers and buying groups — AWG, SpartanNash, UNFI, KeHE, Alex Lee or comparable.
• Experience opening new DSD or broadline distributors and managing them to a volume goal.
• Comfort with a high account count and the discipline to prioritize by opportunity rather than by whoever called last.
• Working fluency with syndicated data where it exists, and the resourcefulness to build a view where it does not.
• Advanced Excel; solid PowerPoint.
• Knowledge of Microsoft Office (Excel, PowerPoint, Word, and Outlook).

Additional Requirements

• Regular travel across the United States for distributor meetings, buying group presentations, tradeshows and market work.
• Willingness to work outside of standard business hours during line review and planning cycles, based on business demands.
• The ability to sit, stand, walk, and type for long periods of time.
• Valid state driver’s license.

Location: Remote; United States

What We Offer

• Health, Dental, and Vision Insurance
• Paid Time Off
• Paid Sick Leave
• Paid Company Holidays
• 401(k) Plan
• and many more perks

The base salary range for this role is $110,000-$135,000 per year plus a 10-15% target annual bonus, depending on experience, location, and skills. 

Saint James is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other legally protected status.