National Account Manager

Job description

ABOUT OLIPOP

At OLIPOP, we’re on a mission to positively impact consumer health at scale. And we’re doing it through something simple: soda. But not just any soda, a new kind of soda: one that’s delicious, refreshing, and actually good for you.

This mission is deeply personal for our CEO, Co-Founder, and Formulator, Ben Goodwin. Like many of us, Ben grew up consuming the Standard American Diet: lots of soda and processed foods that prioritized convenience over nutrition. But at 14, he took his health into his own hands. After making significant changes to his nutrition and exercise, he lost 50 pounds and saw a transformation in his energy, mood, and emotional clarity.

Those changes sparked a deep curiosity about the connection between nutrition and health. Ben became a relentless student of the gut microbiome and the ways it supports overall wellness. The more he discovered, the more passionate he became about finding credible, science-backed ways to make consumer health accessible to everyone.

The mission was clear. The vehicle? Less so. After exploring the possibilities, Ben landed on an unexpected yet familiar choice: soda. It was something he loved as a kid, and he knew millions shared that same nostalgia. But this wouldn’t be just any soda. With most Americans falling short on daily fiber, Ben set out to create a version with more fiber and less sugar, one that was perfectly balanced. The result? A deliciously refreshing soda with 6 to 9 grams of fiber and 2 to 5 grams of sugar, delivering science-backed benefits without sacrificing the classic taste people crave.

In 2018, the first OLIPOP cans hit the shelves, bringing Ben’s vision to life with a functional soda that anyone could enjoy. And by reimagining soda, we’re also reshaping culture. That means creating products that support health for all and building a business grounded in humanistic values: empathy, integrity, and a belief in better for everyone. From the ingredients we source to the culture we foster, we’re committed to proving that business (and beverage!) can be a force for good, and that soda has the power to bring people together.

So join us, and let’s write a new American soda story together. One we can all feel good about. One OLIPOP at a time.

THE ROLE

We are seeking a dynamic, results-driven National Account Manager (NAM) to lead our business with all Dollar and Value channel retailers (Aldi, Lidl, Dollar General, Family Dollar, etc.). This individual will be responsible for developing and executing strategic plans to drive growth, strengthen relationships, and deliver on revenue and profitability goals, while collaborating with the broader OLIPOP team. The ideal candidate will have deep knowledge of the dollar and value retail landscape and a proven track record of managing complex customer accounts.

RESPONSIBILITIES

• Develop and implement strategic sales plans to achieve company revenue and profit goals in the grocery retail channel.
• Build and maintain strong relationships with key national and regional value & dollar channel retailers (Aldi, Lidl, Dollar General, Dollar Tree, etc.)
• Partner with marketing, finance, operations, and supply chain to align sales strategies with overall business objectives.
• Analyze sales trends, market dynamics, and competitive landscape to identify opportunities for growth and mitigate risks.
• Lead annual planning, promotional strategy, forecasting, and trade spend management for the grocery channel.
• Drive new business development, product launches, and category expansions within existing and prospective accounts.
• Oversee and optimize trade promotions and pricing strategies to ensure ROI and customer profitability.
• Create strategy and priorities for the OLIPOP field teams, 3rd party merchandising partners and broker partners, to implement approved sales and marketing strategies to optimize sales at store level.
• Represent the company at key industry trade shows, customer meetings, and joint business planning sessions.
• Responsible for reporting directly to our Director of Sales – National Accounts on a weekly basis with your retailer status and focus. Create presentations for the leadership team on a consistent basis in regards to your key account priorities, goals, strategy, and initiatives.

QUALIFICATIONS

• 8+ years of experience with a working knowledge of the CPG industry and the ins and outs of value & dollar channel retailers, 3+ years specific to Dollar General and/or Aldi
• Strategically enable and lead Joint Business Planning, category reviews, and annual negotiations
• Proven leadership abilities with excellent communication and negotiation skills to drive alignment and influence outcomes across teams.
• Deeply passionate about OLIPOP and inspired by what we represent. Has the desire and hunger to make an impact.
• Ability to take initiative and work autonomously – you can run with something from beginning to end.
• Works well with ambiguity and asks the right questions to get at the solution.
• Strong planning, organization, and project management skills, along with excellent interpersonal, written/oral communication and presentation skills.
• Proficiency in Google Suite and Microsoft Suite. Experience with team collaboration tools such as Slack and Zoom preferred.
• Proficiency in syndicated data platforms such as SPINS and/or Nielsen, and retailer specific data platforms.
• Must be able to work flexible hours, including some evenings and weekends for special events/trade shows.
• Travel and represent OLIPOP for in person customer meetings and events, tradeshows, and team offsites, with total travel estimated at 20%.

REPORTS TO:

Director of Sales, National Accounts

COMPENSATION:

$120,000-$140,000 base salary + bonus

HOW WE WORK

We may be fully remote, but we’re anything but disconnected. OLIPOP has grown from a few passionate people around a table to a nationwide team, and we’ve done it without losing our collaborative spirit or sense of purpose.

Connection here is intentional. From cross-functional projects and IRL offsites to thoughtful Slack threads and spontaneous gifs, we make the effort to stay close, even across time zones. Sure, we move quickly, but we lead with trust, transparency, and a shared commitment to doing work that matters.

We value thoughtful debate. We give feedback with care and receive it with curiosity, knowing that real growth, both personal and collective, comes from listening as much as leading. Because at OLIPOP, it’s not just about getting things done. It’s about growing together, staying true to what matters, and building something with lasting impact.

WHAT WE VALUE

At OLIPOP, our values aren’t just posters on a wall. They shape how we show up: for each other, for our customers, and for the mission we’re chasing together.

• Mission Connectivity: Everything we do ladders up to our shared goal: supporting human health. Whether launching a new flavor or conducting clinical research, the mission stays front and center.
• Indomitable Spirit: When things get messy, we get inventive. We stay curious, adapt quickly, and find the path forward, most likely with a dedicated Slack thread and a beautifully overbuilt deck.
• Lead at Every Level: Leadership isn’t about titles, it’s about ownership. We speak up, follow through, and lift each other up. If you’ve got ideas and initiative, you’ve got influence.
• Courageous Humility: We’re confident in what we bring and curious about what we don’t know (yet). We give feedback with care, take it with grace, and know that real growth takes both.

WHAT WE’RE LOOKING FOR

Success at OLIPOP doesn’t come from checking boxes; it comes from living our values, staying curious, and finding energy in both the pace and the purpose. We’re building something big, and we’re looking for people who:

• Think big, move fast, and take thoughtful risks
• Thrive in a high-performance, feedback-rich environment
• Value real human connection and honest collaboration
• Are fired up by building something new, and making it better every day

Startup life at OLIPOP is equally fun and fast-paced. If you’re energized by a dynamic environment, eager to grow, and excited to help shape something meaningful from the inside out, OLIPOP is a one-of-a-kind ride.

We are proud to be an Equal Opportunity/Affirmative Action Employer.  Olipop does not discriminate on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor. Applicants and employees are protected from discrimination under Federal law. For more information, please see EEO is the Law.