Sales Director, National Accounts, Target and Drug Channel

FIJI Water, part of The Wonderful Company, is the No. 1 premium imported bottled water brand in the United States, known for its iconic square bottle, unique mineral profile, and soft smooth taste. Sourced from a natural artesian aquifer in Fiji, FIJI Water offers a perfectly balanced pH and is sold in over 80 countries worldwide.

About the role

The Sales Director, National Accounts – Target & Drug is responsible for leading the strategic customer partnership and overall business performance for FIJI Water’s Target and Drug Channel business. This role develops and executes long-term growth strategies, annual joint business plans, and omnichannel initiatives to drive sustainable revenue growth, market share gains, profitability, and customer engagement. Based in the Minneapolis–Saint Paul metro area, this position includes up to 50% travel.

Responsibilities

• Lead the overall strategic direction, long-term vision, and annual Joint Business Plan (JBP) for the Target and Drug Channel business, including Target Stores, Target.com, and Drug Channel customers.
• Translate corporate growth priorities into customer-specific strategies to deliver sustainable sales, share, distribution, and profitability growth.
• 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, and evaluate ROI.
• Cultivate trusted, multi-level relationships with Target and Drug Channel merchants, replenishment managers, category teams, and supply chain leaders.
• Develop high-growth omnichannel strategies in partnership with the eCommerce Center of Excellence, ensuring seamless integration across in-store execution, digital commerce, and Target.com initiatives.
• Act as the key connection point between Target/Drug customer teams, FIJI Water headquarters, and field execution partners to align strategy, priorities, and execution.
• Use customer POS and syndicated data to develop fact-based selling stories, assortment recommendations, and promotional analysis.
• Lead line reviews, modular planning, assortment optimization, new item launches, and merchandising initiatives to improve shelf presence and in-stock performance.
• Own the planning process and in-year forecasting for the Target and Drug business, collaborating with demand planning, supply chain, and finance teams.
• Align internal marketing, brand, category management, finance, supply chain, and operations teams around customer strategies.
• Lead regular business reviews, resolve customer issues, and drive continuous improvement in processes and execution.

Requirements

• 8+ years of progressive sales, national account management, or commercial leadership experience within CPG, beverage, food, or related industries.
• 3+ years of direct experience leading strategic customer relationships with Target and Drug Channel, including annual business planning and omnichannel growth initiatives (strongly preferred).
• Proven success in managing national or enterprise-level accounts.
• Strong understanding of sales, distribution, business development, and point-of-sale marketing within Target and Drug Channel operating models.
• BA/BS in Finance, Business, Marketing, or a related field.

Skills

• Exceptional strategic thinking, negotiation, and financial acumen.
• Strong interpersonal and communication skills, with the ability to work in a complex, fast-paced environment.
• Self-driven with a high energy level and strong work ethic.
• Skilled in complex deal structuring, negotiations, and long sales cycles.
• Highly proficient in Microsoft Office (Excel, PowerPoint, Word) and experienced with ACNielsen data, Retail Link, GRS, or other customer POS systems.

Benefits

• Top-notch medical, vision, and dental coverage.
• 401k with company match.
• 24/7 online physician consultations and virtual mental health resources.
• Life coaching, employee community groups, and cash rewards for healthy habits.
• Fitness reimbursements and a library of on-demand fitness videos.
• Career advancement opportunities and internal mobility across The Wonderful Company’s brands.
• Dedicated Learning and Organizational Development resources, including leadership training and eLearning courses.
• Company-wide mentorship program.
• Continuous improvement training to drive positive workplace change.
• Wonderful Giving program, allowing employees to allocate company-provided funds to charities of their choice.
• Opportunities to participate in group service projects through Wonderful Neighbor.