Senior Director – Key Accounts

Milo's Tea Company, Inc.

Senior Director leading strategic retail, foodservice, and distributor accounts for Milo’s refrigerated teas and lemonades. Driving revenue, margin, market share, pricing, trade investment, and national broker performance.

Posted 8/17/2026full-timeRemote • 🇺🇸 United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates strong leadership in sales and account management, with a focus on strategic direction, team development, and relationship building. Proven ability to execute multi-year strategic account plans and optimize trade investments to achieve financial objectives.

Highest-signal resume keywords

Strategic Account ManagementTeam LeadershipCPG Sales ExpertiseTrade ManagementCustomer Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementTrade Agreements NegotiationPricing StrategyMarket Share AnalysisChannel Strategy Development

Soft Skills

Effective CommunicationInfluencing Cross-Functional TeamsStrategic Leadership

Certifications & Qualifications

Bachelor’s Degree in BusinessMBA or Advanced Degree Preferred

Industry Keywords

CPG SalesRetail DynamicsFood SafetyPromotional CalendarsSustainable Growth

About the role

Key responsibilities & impact

Lead a team of Regional Account Managers, National Account Managers, and Directors in delivering Milo’s financial objectives.
Provide strategic direction, leadership, and development for direct and cross-functional reports.
Develop and execute multi-year strategic account plans aligned with company revenue, margin, and market share objectives.
Identify opportunities across channels and accounts to drive incremental distribution, shelf presence, and sustainable growth.
Serve as senior relationship owner for the company’s most strategic retail, foodservice, and/or distributor accounts.
Negotiate and manage complex trade agreements, promotional calendars, and pricing structures.
Represent the company at senior-level customer meetings, industry events, and category reviews.
Develop and scale channel-specific strategies while identifying emerging retail and channel trends.
Monitor and evaluate pricing impact across accounts, identifying competitive price-gap risks and opportunities.
Oversee the national broker and third-party sales network, establishing performance standards and managing agency relationships.
Partner with Revenue Growth Leadership to optimize trade investment ROI and improve net revenue realization per case.
Uphold and demonstrate leadership in Corporate Responsibility programming, including recycling, social advocacy, and MMAD volunteering opportunities.
Perform food safety responsibilities and other responsibilities as necessary.

Requirements

What you’ll need

Bachelor’s degree required in Business, Sales, or a related field.
MBA or advanced degree from an accredited institution preferred.
12 or more years of experience in sales or account management, including 6 or more years in a relevant functional leadership role; or 10 or more years of experience with an advanced degree.
Proven experience leading a team of account managers or managing a national accounts department required.
Strong industry knowledge of CPG sales, trade management, retailer dynamics, and channel strategy.
Food or beverage experience strongly preferred.
Effective communication and strategic leadership with a track record of building senior-level customer relationships and influencing cross-functional teams.
Supervisory responsibilities.
Sedentary physical demands.
Food safety responsibilities.

Benefits

Comp & perks

Competitive salary
100% employer-paid medical premiums for associates and families
Free Mental Health, Financial Wellness, and Legal Counseling benefits
401K with company match
Company-paid Life Insurance
Tuition reimbursement assistance
Continuous learning opportunities
Robust parental leave program
Care Relief Fund to help associates in need
Associate Assistance Program
Paid volunteer time