Job Description
Job Description: National Account Manager - Private Label Sales
Company: Heartland Food Products Group
Location: Carmel / Indianapolis, IN (100% on-site)
Department: Sales
Reports To: Director of Private Label Sales / National Sales Director
Employment Type: Full-Time
About Heartland Food Products Group
Heartland Food Products Group is a global leader in the consumer packaged goods (CPG) industry, specializing in low- and no-calorie sweeteners, liquid water enhancers, coffee, creamers, and wellness beverages. As the maker of the iconic Splenda® brand and a major provider of high-quality private label (store brand) products, we deliver national brand equivalent (NBE) solutions that help retailers offer great value to health-conscious consumers. Our products are manufactured in the USA and sold worldwide through retail, foodservice, e-commerce, and B2B channels.
Position Summary
The National Account Manager - Private Label Sales is a key strategic sales role responsible for driving growth and managing relationships with national and regional retail accounts for Heartland’s private label sweetener and beverage enhancement portfolio. This position focuses on expanding private label business, negotiating contracts, launching new products, and delivering exceptional service to major customers (e.g., grocery, mass, club, and drug channels).
The ideal candidate is a results-driven sales professional with deep CPG/private label experience, strong negotiation skills, and a passion for the health & wellness category.
Key Responsibilities
• Develop and execute strategic account plans to grow private label sales volume, revenue, and market share with assigned national and key regional accounts.
• Build and maintain strong, collaborative relationships with buyer and category management teams at major retailers.
• Lead new product development and launch initiatives tailored to customer needs, including custom formulations, packaging, and promotional programs.
• Negotiate annual contracts, pricing, terms, and promotional agreements while protecting company margins and objectives.
• Analyze sales data, market trends, and competitive activity to identify opportunities and risks; provide regular forecasts and business reviews.
• Collaborate cross-functionally with Marketing, Supply Chain, Operations, R&D, and Finance to ensure seamless execution and customer satisfaction.
• Support private label innovation by identifying emerging consumer trends in sugar reduction, plant-based sweeteners, and functional beverages.
• Travel as needed (estimated 30-50%) to customer meetings, trade shows, and company facilities.
Qualifications & Requirements
• Education: Bachelor’s degree in Business, Marketing, Food Science, or a related field (MBA preferred).
• Experience: 5+ years of progressive sales experience in CPG, preferably in private label, sweeteners, beverages, or adjacent categories. Proven track record managing national accounts (Walmart, Kroger, Costco, Target, etc.).
• Skills:
• Strong negotiation, presentation, and relationship-building skills.
• Proficiency in sales analytics, CRM tools (e.g., Salesforce), and Microsoft Office (especially Excel and PowerPoint).
• Deep understanding of category management, syndicated data (Nielsen/IRI), and retail dynamics.
• Ability to thrive in a fast-paced, entrepreneurial environment.
• Personal Attributes: Self-motivated, strategic thinker with excellent communication skills and a customer-first mindset.
What We Offer
• Competitive base salary + performance-based bonus and commission.
• Comprehensive benefits package including health, dental, vision, 401(k), and paid time off.
• Opportunity to work with iconic brands and contribute to a growing health & wellness platform.
• Collaborative culture focused on innovation and work-life balance.
Heartland Food Products Group is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Skills Required
- Bachelor's degree in Business, Marketing, Food Science, or a related field
- MBA
- 5+ years of progressive sales experience in CPG, preferably private label, sweeteners, beverages, or adjacent categories
- Proven experience managing national accounts such as Walmart, Kroger, Costco, or Target
- Strong negotiation, presentation, and relationship-building skills
- Proficiency in sales analytics, CRM tools such as Salesforce, and Microsoft Office, especially Excel and PowerPoint
- Understanding of category management, syndicated data such as Nielsen or IRI, and retail dynamics
- Ability to work in a fast-paced, entrepreneurial environment
- Excellent communication skills and a customer-first mindset
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.
