Senior Director of Key Accounts

Company Overview Milo’s Tea Company is one of the fastest-growing beverage companies in the United States. Our culture and operations are built on the belief that we can make a difference in the world. That is why we put People First and strive to continually reduce our environmental impact on the planet. We leverage our world-class operations and decades-long distribution partnerships to grow the footprint of our core products and create new, innovative beverage products. We are the #1 and fastest-growing brand in the Refrigerated Tea Category in the nation. Our core mission: People and Planet First — doing good is good for business. We are committed to unlocking the personal genius of every associate and have a strong focus on growth and learning. Our company is women-led and strongly committed to Diversity, Inclusion, and Belonging. We pledge 1% of profits annually to charitable giving. We are Platinum Certified in Zero Waste Manufacturing: recycling, reducing, and reusing 95% of waste at all facilities. Why You Will Love Life at Milo's You will collaborate with a group of passionate and high-performing people, where everyone feels empowered to do their best work and feels good about the work they are doing. As a People First company, Milo’s is committed to the success and well-being of our associates, customers, and fans, no matter their gender, race, or creed. Some of the remarkable benefits offered include: 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 Being a Culture Champion at Milo’s Wear the HAT (Hungry-Agile-Together) Work effectively with others Help our TEAm achieve safety, quality, and production goals Interact positively, be self-aware, avoid negative commentary Commit to outstanding attendance Conduct yourself respectfully with all Milo's TEAm members Equal Employment Opportunity Statement As a People First company, Milo’s is committed to uplifting our associates, customers, and fans no matter their gender, race, or creed. We invest in Diversity, Inclusion, and Belonging in all areas of our business ecosystem. We champion these efforts through partnerships, education, and events to support and celebrate our diverse workforce and networks. If you require assistance or accommodation to participate in the job application process, please contact [email protected]. Responsibilities: 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 both 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 the 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 that protect margin while driving volume. 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, proactively identifying risks and opportunities related to competitive price gaps. Oversees the national broker and third-party sales network, establishing performance standards, managing agency relationships, and ensuring alignment with channel strategy across key account segments. Partner with Revenue Growth Leadership to optimize trade investment ROI and improve net revenue realization per case. Upholds and demonstrates leadership in all Corporate Responsibility programming including recycling, social advocacy, and MMAD volunteering opportunities. This position has food safety responsibilities. Other responsibilities, as necessary Qualifications: 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 communicator and strategic leader with a track record of building senior-level customer relationships and influencing cross-functional teams. Supervisory : This job has supervisory responsibilities. Physical Demands: This job is sedentary. Reasonable accommodations may be made to enable individuals with different abilities. FLSA Status : Exempt