National Account Executive

Job Overview

National Account Executive – Department Specialty

The National Account Executive (NAE) will be responsible for sales of Keurig Dr Pepper’s (KDP’s) Coffee Systems portfolio (brewers/coffee/accessories) at select customers. This role is a balance between managing existing, established Department Specialty customers such as Kohl’s and the Hardware channel while exercising entrepreneurial spirit through securing and cultivating new business. Opportunities for new business exist in Home Improvement, Department and Kitchen Specialty, Value/ Off-Price and Outdoor Recreation channels. While new business development efforts are currently underway across these channels, this NAE will accelerate efforts in addition to identifying new opportunities to drive revenue and bring the Keurig Coffee System to all customers. The NAE will serve as a key member of the sales team who contributes to the strategic direction of all customer relationships. This role contributes to volume, profit, and share growth by driving new distribution and programming across KDP brands, and by developing and executing a holistic net sales and margin strategy across the KDP Hot business unit.

The ideal candidate will bring 5 or more years of Consumer Packaged Goods (CPG) sales experience, calling on headquarter category buyers, for a national chain account. They will have experience building a strategic annual operating plan (AOP), managing a customer joint business plan (JBP), as well as demonstrated use of syndicated data in a solution-selling environment. The ideal candidate will also have a proven track record of generating growth through new business development across channels and markets.

This is a hybrid role with the candidate ideally located near Burlington, MA or Minneapolis, MN.

This role is aligned to the Coffee Operating Unit.

Primary Responsibilities

• Responsible for delivery of KDP net sales and profit objectives as defined in our Annual Operating Plan (AOP) for the Target & Department Specialty CFT.
• Cultivate and maintain effective business relationships with existing buyers, planners, inventory analysts and related support teams at established customers.
• Drive alignment and execution of multi-year growth plans with existing customers, ensuring KDP is set up to grow and win share.
• Develop & manage annual joint business plans (JBP) at existing customers, where applicable, by engaging cross-functional support teams including Revenue Growth Management, Finance, Category Management and Supply Chain to plan, align, sell, and execute the plan in accordance with account needs and KDP priorities.
• Accelerate new business development initiatives in above channels while identifying and unlocking new business opportunities for KDP with responsibility for all aspects of new business development including program negotiation, customer onboarding and ongoing management/ annual sales planning.
• Exhibit thought leadership across all facets of the business and drive Commercial team cohesiveness.
• Manage promotional plans within assigned trade budget to optimize net sales and margin.
• Customize omni-channel marketing big bet and/or retailer specific programs to facilitate brand building and volume growth within the retailer.
• Lead development and maintenance of sales outlook in coordination with cross-functional partners.
• Utilize internal, syndicated, and point of sale (POS) data to identify opportunities and adjust plans to meet and exceed annual goals and objectives.

Core Competencies

• Being a Business Advisor- Adds customer equity by creating valued business partnerships with customers; proactively identifying business opportunities for the customer; conveying a firm understanding of the customer’s business and political drivers.
• Builds Trusting Relationships- Uses appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacts with others in a way that promotes openness and trust and gives them confidence in one’s intentions.
• Entrepreneurial Spirit- self-starter that will actively pursue new business opportunities and create additional streams of revenue for KDP.
• Financial Acumen – Exhibits high degree of understanding and management of both internal and customer financial plans.
• Decision making- Identifies and understands issues, problems, and opportunities; compares data from different sources to draw conclusions; uses effective approaches for choosing a course of action or developing appropriate solutions; takes action that is consistent with available facts, constraints, and probable consequences.
• High-Impact Communication- Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions.
• Managing Work- Effectively managing one’s time and resources to ensure that work is completed efficiently.
• Sales Negotiation- Effectively explores alternatives and positions to reach mutually beneficial sales agreements that gain customers’ acceptance and commitment.
• Opportunity Analysis- Understands and utilizes economic, financial, industry, and organizational data; accurately diagnoses customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.
• Work Standards- Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.
• Driving for Results- Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.

Total Rewards

• Salary Range: $125,000 - $155,000
• Actual placement within the compensation range may vary depending on experience, skills, and other factors
• Benefits, subject to election and eligibility: Medical, Dental, Vision, Disability, Paid Time Off (including paid parental leave, vacation, and sick time), 401k with company match, Tuition Reimbursement, and Mileage Reimbursement
• Annual bonus based on performance and eligibility
• It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Requirements

• Bachelor’s degree from an accredited institution
• 5 years of CPG sales, or sales support experience with national accounts
• Highly proficient in using MS Office products such as PowerPoint Word and Microsoft Excel
• Experience in effectively managing trade budgets and customer financial plans
• Strong track record of delivering/exceeding results in customer-facing role(s)
• Experience in new business development

Company Overview

Keurig Dr Pepper (Nasdaq: KDP) is a leading beverage company with more than 150 owned, licensed and partner brands that meet a wide range of needs and occasions. Our North American refreshment beverage business holds leadership positions across carbonated soft drinks, water, juice and mixers with a portfolio of iconic brands such as Dr Pepper®, Canada Dry®, Mott’s®, A&W®, Peñafiel®, GHOST®, 7UP®, Snapple®, Clamato® and Core Hydration®. Our global coffee business spans more than 100 markets and includes the leading Keurig® single‑serve brewing system in the U.S. and Canada, along with powerhouse brands such as Peet’s, L’OR and Jacobs, and other regional coffee leaders. Our more than 50,000 employees aim to enhance the experience of every beverage and coffee occasion while making a positive impact for people, communities and the planet.

We strive to be an employer of choice, providing a culture and opportunities that empower our team to grow and develop. We offer robust benefits to support your health and wellness as well as your personal and financial well-being. We also provide employee programs designed to enhance your professional growth and development, while ensuring you feel valued, inspired and appreciated at work.

Whatever your area of expertise, at KDP you can be a part of a team that’s proud of its brands, partnerships, innovation and growth. Will you join us?

Keurig Dr Pepper is an equal opportunity employer and recruits qualified applicants and advances in employment its employees without regard to race, color, religion, gender, sexual orientation, gender identity, gender expression, age, disability or association with a person with a disability, medical condition, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law.

A.I. Disclosure:

KDP uses artificial intelligence to assist with initial resume screening and candidate matching. This technology helps us efficiently identify candidates whose qualifications align with our open roles. AI does not make hiring decisions; all decisions throughout the hiring process are made by talent acquisition team members. If you prefer not to have your application processed using artificial intelligence, you may opt out by emailing your resume and qualifications directly to kdpjobs@kdrp.com in lieu of clicking Apply. In order for your application to be considered and opted out of AI, you must include the words "AI Opt-Out" and either job title and location or Job ID # in the email subject line in your email application.