National Account Manager (Retail)
Reports To: Vice President of Sales – Retail
Location: Central time zone preferred (to support West, Central, and East Coast teams)
Compensation: $130,000 base salary + bonus

About PATH
PATH is on a mission to create a sustainable future by becoming the go-to bottled water brand that helps break the addiction to single-use plastic. As global consumer demand for sustainable and reusable packaging continues to grow, PATH is leading the way with innovative solutions that make a difference.

The Role

As a National Account Manager (Retail), you will lead the strategic planning, implementation, and tactical execution of business plans across assigned national and strategic customers. This is a high-profile role within PATH, responsible for driving profitable growth while managing relationships with some of our most important retail partners.

The National Account Manager owns all aspects of sales plan execution and customer health from category development and distribution strategy to trade spending and promotional effectiveness. You will identify optimal distribution, pricing, and promotional strategies that maximize portfolio performance and ensure long-term, sustainable growth.

This role is both highly strategic and execution focused. You will lead customer negotiations, develop joint business plans, manage forecasting and trade budgets, and collaborate cross-functionally to ensure flawless execution across marketing, supply chain, finance, and commercialization. 

Why PATH?
We offer competitive benefits for all full-time team members, including:

• 401k with a 6% employer match

• Flexible Time Off policy

• 12 company holidays + year-end company shutdown

• Communications and wellness stipends

• Medical, dental, and vision insurance

• Long-term and short-term disability insurance

• Life insurance

Key Responsibilities

• Lead the strategic planning and execution of annual and long-term business plans across assigned national and strategic accounts (e.g., Whole Foods, Sprouts, CVS, Circle K, Albertsons, HEB, or other key customers)

• Own the full P&L performance and overall portfolio success within assigned customers

• Develop and execute joint business plans that drive distribution, velocity, market share growth, and household penetration

• Identify optimal assortment, distribution expansion, and promotional strategies to maximize performance and ROI

• Manage trade promotion strategy, customer spending, and trade relations to ensure profitable growth

• Direct sales forecasting and demand planning inputs, ensuring alignment with internal stakeholders

• Maintain the health of the customer relationship through proactive communication, category insights, and collaborative problem solving

• Lead customer negotiations including pricing, programming, and annual planning agreements

• Partner closely with brokers, distributors, and external business partners to execute account strategies

• Work cross-functionally with Marketing to develop compelling sell-in materials and in-store merchandising that brings PATH’s sustainability story to life

• Collaborate with Commercialization and Supply Chain to ensure flawless execution of new item launches, resets, and promotional initiatives

• Provide timely and accurate communication to internal teams regarding customer plans, risks, and opportunities

Qualifications

• 5+ years of National or Strategic Account Management experience (CPG, beverage, or foodservice preferred)

• Proven success managing large, complex customers and negotiating commercial agreements

• Comfortable working in an early-stage, high-growth environment with shifting priorities
  Strong financial acumen with experience forecasting, managing trade spend, and driving profitable growth

• Ability to think strategically while executing with urgency and attention to detail

• Exceptional relationship-building, communication, and influencing skills

• Passion for sustainability and alignment with PATH’s mission and values

Equal Opportunity Employer
We are proud to be an Equal Opportunity/Affirmative Action Employer. PATH 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. 

Pay Transparency
Individual pay rate decisions are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company. We expect the majority of the candidates who are offered roles at our company to fall healthily throughout the range based on these factors. While the range above is for the expectations as laid out in the job description, the final offer amount will depend on the factors listed above.

Join us in shaping the future of sustainable bottled water!