Senior Key Account Manager, Large Format

Role Overview

As a Senior Key Account Manager, Large Format, you will be responsible for managing and growing relationships with key retailers (headquarter buy-in, influences, and division stakeholders). This role focuses on building strong customer headquarters (HQ) relationships and driving profitable growth. The ideal candidate thrives in a startup environment, possesses exceptional negotiation skills, has a deep understanding of the beverage industry, and a passion for delivering outstanding results.

Key Responsibilities

• Account Management: Own central region HQ call point actions with a focus on both hunting (20%) for new opportunities and farming (80%) existing accounts to maximize growth.
• Strengthen customer relationships at super-regional accounts (e.g., Meijer, HEB, HyVee, Spartan Nash, Brookshire Grocery, and Schnucks) and manage an average of 14 retailer call points.
• Responsible for new account penetration, account management, and overall account performance against topline and bottom-line targets.
• Align company strategies with retailer goals to foster mutual growth and long-term partnerships.
• Develop and execute strategic sales plans, Joint Business Plans (JBPs) across 4 different categories (still water, sparkling water, tea, and energy).
• Manage administrative tasks around trade spend and forecasting, ensuring trade investments are smart, measurable, and monitored through Vividly.
• Cultivate strong relationships with HQ buyers and divisional managers at key Large Format accounts, leveraging these relationships to drive sales and secure favorable product placement.
• Work with Liquid Death DSD partners to ensure optimal in-store execution, including Planogram (POG) compliance, promotional activity, and display execution.
• Leverage data and insights to develop compelling, fact-based narratives that resonate with customers and drive decision-making. Quickly assess business needs, identify critical issues, and develop effective strategies for resolution.
• Collaborate with internal teams to develop internal routines and execute company sales objectives.

Qualification Requirements

• A Bachelor’s Degree is preferred.
• 4+ years of relatable Key Account experience calling on HQ buyers in large format, with specific prior management of HQ Buyer relationships with HEB, Meijer, or HyVee required.
• Deep comfort with joining a high-growth startup environment, including advanced problem-solving capability and willingness to work with ambiguity and adaptability to market dynamics.
• Advanced presentation skills (both creating slides and presenting).
• Deep experience in Joint Business Plan (JBP) processes and HQ call relationships required.
• Previous retailer P&L management and trade budget and spend required.
• Background with DSD, Broadline distribution, and alternative routes to market (previous experience with beer distributors as a non-alcoholic product preferred but not required).
• Ability to work with cross-functional teams (Operations, Customer Service, Accounting, Distribution, and Finance) across organizations to achieve results.
• Proficiency with Microsoft Office Suite (Excel, Word, and PowerPoint) and Google Suite (Sheets, Docs, Slides).
• Previous experience with Circana, Vividly, and VIP preferred but not required.
• Must have a valid driver’s license and clean motor vehicle record (MVR) with no major violations.
• Willingness to travel up to 40% as needed for retailer meetings, distributor meetings, and trade shows.

Physical Demands

• Ability to stand in-store and sit in a vehicle for extended periods of time.
• Ability to carry equipment and product up to 50 lbs.