National Account Manager – BJ's/Military
Heartland Food Products Group is seeking a National Account Manager (NAM) to lead our business with BJ's/Military, one of Heartland’s most strategic retail partners, along with smaller regional accounts. This role is ideal for a proven CPG sales leader with direct experience calling on these accounts along with smaller regional accounts, established relationships with merchandising teams, and a passion for building brands through strong retailer collaboration.
This position is based in Boston and the ideal candidate will be based in or near Boston.
What You’ll Do
Own Strategic Customer Leadership
- Serve as the primary sales lead and relationship owner for BJ's/Military, along with smaller regional accounts
- Build and deepen partnerships with merchandising teams to drive mutual growth
- Represent Heartland’s brand portfolio with confidence, credibility, and a growth mindset
Drive Growth Across Heartland’s Brand Portfolio
- Develop and execute annual Joint Business Plans aligned to Heartland’s growth, profitability, and brand-building priorities
- Lead assortment, pricing, merchandising, and promotional strategies that expand distribution and household penetration
- Champion innovation and new item launches, ensuring strong customer alignment and flawless execution
Deliver Results Through Best-in-Class Execution
- Own volume, trade spend, and profitability targets for BJ's/Military
- Lead promotional planning, display strategy, and in-store/online execution in partnership with merchandising teams
- Provide accurate forecasting and demand inputs to support high service levels and efficient inventory management
Leverage Insights to Win at Shelf
- Use syndicated data (Circana/IRI, Nielsen) and customer insights to identify category opportunities and support fact-based selling
- Partner with customer merchandising teams to improve shelf placement, promotional ROI, and execution quality
- Translate data into clear, compelling stories that support brand and category growth
Lead and Develop Talent
- Set clear priorities, provide ongoing feedback, and support professional development
- Lead with Heartland’s values and foster a high-performance, collaborative team culture
Collaborate Cross-Functionally
- Act as the voice of BJ's/military internally, aligning marketing, R&D, supply chain, finance, and operations
- Partner closely with marketing and category management to deliver customer-relevant brand strategies
What You Bring
Required Qualifications
- Bachelor’s degree required; MBA a plus
- 7+ years of CPG sales or customer leadership experience
- Direct experience calling on BJ's/Military required
- Established relationships with BJ's/Military merchandising teams
- Strong understanding of grocery retail, trade management, and category management
- Proven track record of delivering profitable growth
- Prior people management experience or demonstrated readiness to lead
Preferred Experience
- Experience managing branded food or beverage portfolios
- Strong analytical and financial acumen
- Comfort working in a fast-paced, growth-oriented, matrixed organization
Skills Required
- Bachelor's degree
- 7+ years of CPG sales or customer leadership experience
- Direct experience calling on BJ's/Military
- Established relationships with BJ's/Military merchandising teams
- Strong understanding of grocery retail, trade management, and category management
- Proven track record of delivering profitable growth
- Prior people management experience or demonstrated readiness to lead
- MBA
- Experience managing branded food or beverage portfolios
- Strong analytical and financial acumen
What We Do
Heartland Food Products Group is a global leader in the consumer packaged goods (CPG) industry, producing low-calorie sweeteners, coffee, coffee creamers and liquid water enhancers. Simply put, we make coffee, tea and water taste better. Our portfolio includes a variety of branded, licensed and private label products within multiple categories. We also provide strategic co-manufactured partnerships with many category leaders. On the branded side of the business, we manufacture and market SPLENDA®, the #1 brand in the low-calorie sweetener (LCS) category and the most recognizable in the world. And we’re leading the charge in the quickly emerging cold brew coffee category with JAVA HOUSE® Authentic Cold Brew Coffee, our 100% authentic cold brew handcrafted in small batches. In addition, we are the leading provider of private label sweeteners and liquid water enhancers in the U.S. Our products are distributed throughout North America, Europe, the Middle East, Africa, Latin America and Asia-Pacific. We employ over 1,200 people worldwide.
