Director of National Accounts

Diversified Botanics is a high-accountability, execution-driven environment built for people who value ownership, operational discipline, and measurable impact. We move quickly, maintain high standards, and expect teams to operate with urgency, transparency, and respect for the work.

This is a company for people who take pride in precision, communicate directly, adapt quickly, and understand that long-term credibility is built through consistency—not shortcuts.

Diversified Botanics does not engage external recruiting agencies. All candidates must apply directly.

• Personally lead or co-lead buyer engagement at the top 25 c-store chains, top 10 drug chains, top 10 mass chains, and top 15 natural channel banners — personally responsible for converting buyer meetings into authorizations

• Own national distributor relationships — Core-Mark, McLane, and other national-scale wholesale operators — negotiating annual terms, growth rebates, MDF, and category programming

• Recruit, hire, onboard, and manage 3–5 Key Account Managers; set their named-account assignments; lead their weekly one-on-ones, deal reviews, and pipeline progression

• Build and present annual joint business plans to each chain HQ and national distributor, including category sales targets, promotional calendars, new SKU introduction plans, and shared depletion goals

• Personally attend major industry trade shows — NACS, ECRM, TPE — lining up buyer meetings and running the on-floor schedule for the KAM team

• Own the velocity data, consumer pull story, competitive comparison, and SKU strategy presented at every chain category review

• Deliver weekly pipeline review, monthly deal-stage reporting, and quarterly win/loss disposition to the CRO — you own the truth of the national accounts pipeline

• Recommend pricing tiers and trade promotion programs at the chain level, negotiating within CRO-approved guardrails

• Spend the bulk of your time in front of buyers, not managing a team calendar

• Treat joint business plans as the structural mechanism that turns a relationship into a multi-year revenue stream

• Work trade shows hard — TPE, NACS, ECRM, KCT, RangeMe — because that's where relationships get built and accelerated

• Keep a written playbook of what works across chains and can transfer it (what worked at Casey's applies at Wawa with adjustments)

• Actively coach and mentor first-year KAMs so they don't burn credibility with buyers early

• Bring a KAM-tier talent network with you — you can name three to five KAM candidates you could call within 30 days

• Lean heavily on broker relationships rather than direct buyer relationships

• Can't articulate the difference between a JBP, a category review, and a trade promotion plan without prompting

• Can't tell a specific category-loss story — what was lost, where, and why

• Expect to fund authorizations through slotting and MDF rather than winning them on velocity

• Rely on retained search to fill your KAM seats rather than recruiting personally

• Read syndicated panel data (IRI/Circana) as foreign material rather than a working tool

• 12+ years in CPG sales, with 4+ years in National Account Manager or Director-of-National-Accounts roles

• Personally closed 3+ top-25 chain authorizations from scratch

• Personal book of $20M–$100M in chain-channel revenue

• Fluency with syndicated and retailer data (Circana/IRI, Nielsen, retailer portals)

• Experience recruiting and building a KAM or equivalent field team

• Experience selling a regulated or high-scrutiny category (kratom, nicotine/OTP, CBD, energy, supplements)

• Direct, verifiable buyer-level relationships (not broker-mediated) at major chain HQs

• Track record building and presenting joint business plans

• Trade math fluency: margin structures, distributor markups, promo ROI, deduction resolution

AI literacy is considered a core professional capability at Diversified Botanics. Team members are expected to actively explore and apply AI tools to improve execution, decision-making, and operational effectiveness.

Diversified Botanics is an equal opportunity employer committed to building a high-performance, inclusive workplace where excellence is recognized and rewarded.

Applicants must be authorized to work in the U.S. Reasonable accommodations are available throughout the hiring process upon request.

Apply to join a team where execution matters, accountability is visible, and consistent effort earns real respect.