Sales Director, National Accounts, Target and Drug Channel

Strategic Leadership & Joint Business Planning: Lead the overall strategic direction, long-term vision, and annual Joint Business Plan (JBP) for the total Target and Drug Channel business, including Target Stores, Target.com, and Drug Channel customers. Translate corporate growth priorities into customer-specific strategies that deliver sustainable sales, share, distribution, and profitability growth. Financial & P&L Management: Own total account P&L performance, including volume, net sales, gross margin, trade spend, deductions, and profitability. Build and manage annual plans, optimize promotional investments, evaluate ROI, and proactively identify risks or opportunities that may impact revenue, profit, inventory, or customer service levels. Retailer Relationship Management: Cultivate trusted, multi-level relationships with Target and Drug Channel merchants, replenishment managers, category teams, supply chain leaders, and cross-functional customer partners. Serve as the senior customer contact and strategic business partner, representing the FIJI Water with professionalism, urgency, and a clear understanding of retailer priorities. Omnichannel Growth: In close partnership with the in-house eCommerce Center of Excellence, will create high growth omnichannel strategies, driving seamless integration across in-store execution, modular planning, digital commerce, Target.com, and Drug Channel initiatives. Partner with internal and external customer teams to ensure assortment, merchandising, promotional plans, and retail execution are aligned across physical and digital channels to improve shopper engagement, availability, and total account growth. Partnership with FIJI Water BU HQ Team & Field Execution Team: Act as the key connection point between the Target/Drug customer team, FIJI Water BU headquarters, and field execution partners to ensure alignment on strategy, priorities, and execution. Translate national account plans into clear retail activation guidance, field priorities, promotional expectations, and measurable execution standards, while creating feedback loops that improve in-store compliance, customer performance, and overall business results. Data-Driven Selling: Use customer POS and syndicated data to develop fact-based selling stories, customer business reviews, assortment recommendations, promotional analysis, and corrective action plans. Translate data into clear insights and recommendations that support growth, improve execution, strengthen customer decision-making, and optimize strategies. Assortment, Merchandising & Modular Execution: Lead line reviews, modular planning, assortment optimization, new item launches, feature/display planning, and merchandising initiatives. Partner with internal and customer teams to improve shelf presence, distribution quality, in-stock performance, and execution of seasonal, promotional, and innovation programs. Planning, S&OP & Forecasting: Own the overall planning process and in-year forecasting for the Target and Drug business. Collaborate with demand planning, supply chain, finance, and sales operations to align forecasts, shipments, inventory targets, promotional lifts, replenishment needs, and service expectations while reducing out-of-stocks, excess inventory, and forecast variance. Cross-Functional Team Leadership: Align internal marketing, brand, category management, finance, supply chain, field execution, and operations teams around customer strategies and execution requirements. Business Reviews, Issue Resolution & Continuous Improvement: Lead regular internal and customer-facing business reviews that assess performance against plan, highlight insights, and recommend actions. Proactively resolve customer issues related to pricing, supply, deductions, replenishment, compliance, and execution, while continuously improving processes, communication, and ways of working. 8+ years of progressive sales, national account management, customer development, or commercial leadership experience within the consumer-packaged goods (CPG), beverage, food, or related industry 3+ years of direct experience leading strategic customer relationships with Target and Drug Channel within the buying function, including responsibility for annual business planning, customer negotiations, and omnichannel growth initiatives, is strongly preferred Proven success in managing national or enterprise level accounts Solid understanding of the following areas: sales and distribution functions, business development, point-of-sale marketing, especially as they apply within the Target and Drug Channel operating models BA/BS in related field (Finance, Business, or Marketing) Strong interpersonal skills; ability to work in a complex work culture, serving disparate needs Ability to multi-task and work in a fast-paced environment Self-driven to achieve goals; high energy level is essential, strong, dedicated work ethic Skilled in complex deal structuring, negotiations, and long sales cycles. Exceptional communication and presentation skills Strong strategic thinking, negotiation, financial acumen and executional excellence Highly proficient in Microsoft Office suite (especially Excel, PowerPoint and Word) Computer proficiency, and experience working with ACNielsen data, Retail Link, GRS or other customer based POS information Since 1996, FIJI Water has embodied what it means to be Earth's Finest Water®. Sourced from the islands of Fiji, FIJI Water is the No. 1 premium imported bottled water brand in the United States, and America’s Favorite Bottled Water Brand. FIJI Water is sold in more than 80 countries worldwide, known for its iconic square bottle, unique mineral profile, and soft smooth taste. Sourced from a natural artesian aquifer in the islands of Fiji, the difference is the source – FIJI Water gathers natural electrolytes and minerals and maintains a perfectly balanced pH.   The Sales Director, National Accounts – Target & Drug is responsible for leading the