Senior Director of Key Accounts

About the Company

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 by putting People and Planet First. We are the #1 and fastest-growing brand in the Refrigerated Tea Category nationally, leveraging world-class operations and decades-long distribution partnerships to expand our core products and innovate new beverages. Our mission is to do good as good for business, with a strong commitment to growth, learning, and unlocking the personal genius of every associate.

We are women-led, Platinum Certified in Zero Waste Manufacturing (recycling, reducing, and reusing 95% of waste at all facilities), and pledge 1% of profits annually to charitable giving. Diversity, Inclusion, and Belonging are core to our values, supported through partnerships, education, and events.

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 takes pride in making a positive impact. Milo’s fosters a culture of respect, self-awareness, and teamwork, embodied by our HAT values: Hungry, Agile, and Together.

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.
• Oversee 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.
• Uphold and demonstrate leadership in all Corporate Responsibility programming, including recycling, social advocacy, and MMAD volunteering opportunities.
• Fulfill food safety responsibilities and other duties as assigned.

Requirements

• 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.
• 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.

This role has supervisory responsibilities and is classified as exempt under the FLSA.

Physical Demands

This job is primarily sedentary. Reasonable accommodations may be made to enable individuals with different abilities.

Benefits

• 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