Director, National Account Sales

Location: Remote – U.S. Based

Reports To: Chief Revenue Officer

Role Overview

The Director, National Account Sales will own Mingle Mocktails’ most critical retail relationships across the U.S., with direct responsibility for driving revenue, distribution expansion, and in-store execution across the company’s top 15 strategic national accounts (e.g., Total Wine, Albertsons, Kroger, Whole Foods, Sprouts, etc.).

This is a high-impact role responsible not only for selling into national retailers, but for managing the holistic performance of those accounts — including forecasting alignment, trade effectiveness, innovation launches, and omni-channel execution.

The Director will serve as the primary commercial lead for these accounts and act as a strategic partner to retailers as the Adult Non-Alcoholic and Functional Beverage categories continue to evolve.

Key Responsibilities

National Account Ownership

• Serve as the single point of accountability for Mingle’s top 15 national retail customers.

• Build and maintain relationships across buying, merchandising, and category leadership.

• Lead joint business planning (JBP) where applicable.

• Position Mingle as a strategic partner in the evolving Adult Non-Alcoholic and Functional Beverage category.

Revenue & Distribution Growth

• Deliver annual revenue targets across assigned national accounts.

• Expand distribution breadth and depth across priority banners and divisions.

• Identify whitespace opportunities across regions and formats.

• Ensure alignment between retailer commitments and distributor execution.

Account Performance Ownership

• Own account-level performance inputs including:

  - Forecast accuracy

  - Trade investment effectiveness

  - Margin impact

• Monitor SKU productivity and assortment health.

• Lead post-promo and post-launch performance reviews.

Retail Execution & Activation

• Translate national authorizations into execution through:

  - Distributor partners (Reyes, Breakthru, Johnson Brothers, KeHE, UNFI, etc.)

  - Regional sales teams

  - Retail programming

• Support retailer-specific playbooks to improve sell-through and velocity.

Omni-Channel Growth

• Partner with marketing to align retailer-specific digital programming including:

  - Retail media

  - Digital shelf optimization

  - E-commerce assortment

• Ensure alignment between in-store and online presence.

Innovation Leadership

• Provide retailer-informed insight into innovation roadmap including:

  - Formats

  - Pack sizes

  - Flavor direction

• Support successful national launches across priority banners.

Emerging Channel Expansion

• Identify and develop expansion opportunities across emerging national channels including lifestyle, wellness, and experiential retail.

Cross-Functional Leadership

• Collaborate with Marketing, Supply Chain, Finance, and Field Sales teams to align strategy and execution.

• Work closely with Regional Sales Directors to ensure national strategy translates locally.

Success Metrics

• Achievement of national account revenue targets

• Distribution growth across priority retailers

• Velocity improvement across top customers

• Successful innovation launches

• ROI-positive trade programming

• Expansion into new divisions and formats

Key Attributes

• Proven success managing national retail accounts in beverage or CPG

• Strong understanding of distributor-retailer dynamics

• Ability to balance strategic selling with execution

• Analytical mindset with performance ownership

• Entrepreneurial and growth-oriented

Ideal Background

• 7–12+ years with National Buyers in National Accounts within Beverage or CPG

• Experience calling on grocery, natural, and specialty retail

• Experience working within distributor-enabled systems