Sales Director, National Accounts, Target and Drug Channel

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. Sold in more than 80 countries worldwide, FIJI Water is known for its iconic square bottle, unique mineral profile, and soft smooth taste. The water gathers natural electrolytes and minerals and maintains a perfectly balanced pH.

About the role

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

Responsibilities

• 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.
• 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.
• Cultivate trusted, multi-level relationships with Target and Drug Channel merchants, replenishment managers, category teams, supply chain leaders, and cross-functional customer partners.
• Create high-growth omnichannel strategies in partnership with the in-house eCommerce Center of Excellence, driving seamless integration across in-store execution, modular planning, digital commerce, Target.com, and Drug Channel initiatives.
• 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.
• Use customer POS and syndicated data to develop fact-based selling stories, customer business reviews, assortment recommendations, promotional analysis, and corrective action plans.
• Lead line reviews, modular planning, assortment optimization, new item launches, feature/display planning, and merchandising initiatives to improve shelf presence and execution.
• Own the overall planning process and in-year forecasting for the Target and Drug business, collaborating with demand planning, supply chain, finance, and sales operations.
• Align internal marketing, brand, category management, finance, supply chain, field execution, and operations teams around customer strategies and execution requirements.
• 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.

Requirements

• 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 (strongly preferred).
• Proven success in managing national or enterprise-level accounts.
• Solid understanding of sales and distribution functions, business development, and point-of-sale marketing, especially within the Target and Drug Channel operating models.
• BA/BS in Finance, Business, Marketing, or related field.
• Strong interpersonal skills; ability to work in a complex work culture and serve disparate needs.
• Ability to multi-task and work in a fast-paced environment.
• Self-driven with a high energy level, strong work ethic, and dedication to achieving goals.
• 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).
• Experience working with ACNielsen data, Retail Link, GRS, or other customer-based POS information.

Benefits

• Top-notch medical coverage, comprehensive vision and dental plans, and a 401k with company match.
• 24/7 online physician consultations and virtual mental health resources.
• Life coaching and engaging employee community groups.
• Cash rewards for healthy habits and fitness reimbursements.
• Library of on-demand fitness videos.
• Career advancement opportunities with clear paths for progression and internal mobility across diverse brands and business units.
• Focused learning and development through dedicated resources, including People Manager and leadership training, webinars, and eLearning courses.
• Company-wide mentorship program to connect with colleagues, share goals, and overcome challenges.
• Continuous improvement training to drive positive change in the workplace.
• Company-provided funds to allocate to up to three charities of your choice through Wonderful Giving.
• Opportunities to participate in group service projects within local communities through Wonderful Neighbor.