National Account Executive

The National Account Executive (NAE) will be responsible for sales of Keurig Dr Pepper’s (KDP’s) Warehouse Direct Portfolio of Delivered Products (Hot and Cold) in the Grocery channel of trade, with responsibility for Wakefern. The NAE will serve as a key member of the sales team who contributes to the strategic direction of the customer relationship. This role contributes to volume, profit, and share growth by driving distribution and availability across key KDP brands, and by developing and executing a net sales and margin strategy at retail across the KDP Warehouse Direct platforms.

The ideal candidate will bring five or more years of Consumer Packaged Goods (CPG) sales experience, calling on headquarter category buyers for a super-regional or national chain account.  They will have experience building a strategic annual operating plan (AOP), as well as demonstrated use of syndicated data in a solution-selling environment.  Knowledge of the Grocery Channel and specifically Wakefern would be considered a plus, as would a background in Warehouse Delivered product sales.   Additionally, this position will partner with a Broker Retail Execution team to drive sales.

This individual must pro-actively partner with internal KDP resources that influence and help drive execution of the strategic plan, and assist with budget management to maximize results, and return on investment.  This role will be located in the US PA, NJ area and will require some business travel as needed to and from corporate meetings and business opportunities.  Relocation is not currently available. 

Responsibilities

• Cultivate and maintain effective business relationships with Wakefern key stakeholders such as KDP Operations, Demand Planning, RGM, Commercial, Category Management, Supply Chain, and the KDP leadership team.
• Develop short and long term joint business plans (JBP) for Wakefern, by engaging multi-functional internal support teams including; Revenue Growth Management, Shopper Marketing, Shopper Insights, Finance, Category Management and the Supply Chain to plan, align, sell and execute the plan in accordance with account needs and KDP plan.
• Manage promotional processes from the planning stage, to development, to execution, ensuring all retailer timelines are met, deliverables are executed, and communication is timely to internal parties and the retailer.
• Manage promotional plans within assigned trade budgetsto optimize net sales and margin
• Optimize the Digital Shelf to facilitate brand building and profitable volume growth, linking the digital shelf D&A with the B&M POG’s.
• Sell/communicate key initiatives to Owner Group decision makers, ensuring alignment and execution of internal strategies and the JBP.
• Utilize internal, syndicated and point of sale (POS) data to identify opportunities and adjust plans to meet and exceed annual goals and objectives
• Ability and alignment to work cross functionally across all facets of the business to derive best in class selling to Wakefern HQ, and it’s Key Owner Groups.
• Broker Management. Will conduct weekly virtual cadence calls with the Broker Management Team, to align on “Top 3” Priorities, then Scorecard against those initiatives monthly.(Hot & Cold Juice & Sauce)
• Create KDP Strategy , then cascade tactics to the Broker to Execute, at both HQ & Store Level.
• Participate in Joint Business calls w/ the Broker , on site at the Customer monthly.
• Utilize the Broker’s Category Management resources where applicable, to augment the insights of KDP Cat Man.
• Assure Broker has a line of site, on PO’S forthcoming, waiting for pick-up, shipped, received.(Hot & Cold)
• Participate in Monthly calls with Customer Supply Chain Manager, w/ the Broker.

Core Competencies

• Becoming 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.
• 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 on time & efficiently.
• Sales Disposition- Demonstrates the traits, inclinations, and outlooks that characterize successful salespersons; exhibits behavioral styles that facilitate adaptation to the demands of the sales role.
• Sales Negotiation- Effectively explores alternatives and positions to reach mutually beneficial sales agreements that gain customers’ acceptance and commitment.
• Sales 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.

• Salary range $116,100 - $165,000
• 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), 401k with company match, Tuition Reimbursement, and Mileage Reimbursement
• Annual bonus based on performance and eligibility

• Bachelor’s degree . or 5 yr experience in LRB / WD Industry, in WD RTM System
• Previous experience Leading a  National Grocery Retailers HQ Call
• Minimum 2 years’ experience using IRI, Nielsen Scantrack, or other syndicated data
• Minimum 5 years’ experience using MS Office products like PowerPoint, and Microsoft Excel

Keurig Dr Pepper (NASDAQ: KDP) is a leading beverage company in North America, with a portfolio of more than 125 owned, licensed and partner brands and powerful distribution capabilities to provide a beverage for every need, anytime, anywhere. We operate with a differentiated business model and world-class brand portfolio, powered by a talented and engaged team that is anchored in our values. We work with big, exciting beverage brands and the #1 single-serve coffee brewing system in North America at KDP, and we have fun doing it!

Together, we have built a leading beverage company in North America offering hot and cold beverages together at scale. 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?

We strive to be an employer of choice, providing a culture and opportunities that empower our team of ~29,000 employees 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.

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.  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.