Fresh-Squeezed Legacy, Bold New Chapter
Tropicana Brands Group is a $3B startup aiming to revolutionize the beverage category. Formed in 2022 as a joint venture between PAI Partners and PepsiCo, our portfolio includes iconic brands like Tropicana, Naked, KeVita, Izze, Copella, and Punica. With over 76 years of global leadership in the orange juice category, we’re committed to preserving this legacy while driving innovation in other areas. From reimagining orange juice to creating functional smoothies and driving afternoon refreshments, we are striving to become the undisputed global leader in fresh and chilled beverages.
The Commercial team is essential to Tropicana Brand Group’s success by driving revenue growth, acquiring and retaining customers, and providing valuable market insights. Working closely with other departments to align sales strategies with business goals, help shape pricing and product development and keep the company competitive and responsive to market shifts. By building strong customer relationships, maximizing profitability, and identifying new opportunities for growth, the team contributes to both short-term and long-term success.
Your Next Pour: The Opportunity
We are looking to add a National Account Manager, Costco to our Commercial team. This role will be responsible for leading and developing the +$185MM annual sales plans for the Tropicana Brands Group Juice Plus business at Costco. Seeking an accomplished, results-focused, creative, and energetic manager with sales experience in fast-paced environments with a proven track record of consistent revenue & profit generation in rapidly evolving landscapes. Tropicana is looking for a critical thinker with exceptional communication, influencing and relationship management skills who thrives in a fast-paced environment. Additional responsibilities include:
- Report into the Director of Sales – Costco/ BJs. Wire directly with the category managers over Chilled Beverages, and Shelf Stable Juices across Costco’s nine regions and with Lead buyers for each department that TBG has products in.
- Develop strong business relationship and winning partnership with Costco’s category buyers to develop and grow Tropicana Brands Group businesses at Costco.
- Provide superior customer service and lead customer negotiations to grow the business and deliver against sales, revenue and profit goals.
- Leverage channel expertise and knowledge on customer strategy and priorities to identify profitable growth opportunities, inform TBG’s growth strategies and tactics (growth opportunities include new distribution, white spaces, innovation, packs, pricing among others).
- Lead all aspects of customers’ joint business plan (JBP) process (including strategic and tactical plans) with category buyers and other Costco stakeholders as well as TBG leadership.
- Collaborate cross-functionally to guide the development and implementation of strategic plans to align with customer goals, sell in innovation and key initiatives to advance our position with the customer. These cross functional stakeholders include category management, commercial strategy, sales planning, marketing, shopper marketing, eComm, sales finance, supply chain and operations.
- Influence the internal stakeholders to support customer annual operating plan, deliver on customer expectations and unlock execution.
- Own the TBG Costco Customer P&L
- Leverage expert understanding of our system economics and value chain to deliver against financial goals.
- Anticipate business issues and proactively plan resolution to address and communicate to key stakeholders, both internally and externally.
- Lead annual sales, revenue, profit, and key performance indicators planning (AOP- Annual Operating Plan).
- Oversee demand planning and supply chain customer service processes to guarantee that demand forecast is accurate and customer orders are filled on time and in full.
The Perfect Blend: Experience
- A minimum of 5 years of fact-based direct selling experience.
- Exceptional customer management, negotiation, and cross-functional leadership skills.
- Strong use of influencing skills to gain alignment, agreement, and commitments with both internal and external key stakeholders.
- Excellent communication with the ability to send and receive information clearly and concisely in an compelling way
- Storyteller with the passion for developing and presenting compelling selling stories
- Superior presentation skills, ability to present at all levels within customer and internal organization.
- Ability to plan and simultaneously manage major projects involving multiple stakeholders in an organized, focused, and efficient way to meet objectives and deadlines.
- Superior time management skills, ability to set priorities and multitask.
- Demonstrated analytical, critical thinking and thought leadership skills to link customer and TBG strategies and objectives and leverage insights to develop profitable growth plans.
- Self-starter with the ability to work independently without constant direct supervision to solve problems by leading cross-functionally.
- Creativity to build win-win solutions
- Solid understanding of financials including P&L impact of sales decisions. Financial acumen to build sound and compelling profit driving propositions for the TBG and the customer.
Foundational Ingredients: Requirements
- Bachelor’s degree
- Must be legally authorized to work in the United States without the need for employer sponsorship now or in the future
- Must be located in [CITY,STATE] surrounding area or willing to relocate for the duration of employment.
- Ability to work effectively in a remote environment, demonstrating self-motivation, strong communication skills, and the discipline to thrive independently in a home office setting.
- Travel up to 40%
- Strong ability to work within and be successful in a fast-paced and matrixed environment.
- Strong PC skillset specially on PowerPoint and Excel.
Perks That Pack a Punch
TBG is pleased to offer you a comprehensive benefits package which includes a 401(k) plan, medical, dental, vision, company provided life, STD and LTD insurance. In addition, you may also elect to participate in voluntary life, accident, hospital, and critical illness coverages.
The salary range for this position is $105,000-$145,000 annually