Sr. National Account Manager (New Business Development)

This role leads and grows a portfolio of strategic emerging retail customers for Georgia-Pacific Retail Consumer Products, serving as a key liaison for cross-enterprise growth initiatives across GP Retail, GP PRO, and Anchor Packaging. The position manages a diverse customer base including National Home Improvement, Hard Discount, Hyper Discount, and other emerging retail channels.

Responsibilities

• Lead customer relationships and business development activities across New & Emerging Retail channels, including National Home Improvement and Hard Discount customers.
• Deliver annual growth against key Georgia-Pacific measures including Net Revenue, NIAT, Market Share, DSMP, IDM, and Forecast Accuracy.
• Develop and execute customer-specific growth strategies that expand distribution, accelerate category penetration, and deliver profitable sales growth.
• Build strong customer relationships through effective engagement at multiple levels of the organization, including buyers, merchandising leaders, category teams, and senior decision-makers.
• Identify, pursue, and execute new business opportunities that support Georgia-Pacific's growth objectives.
• Create long-term value by understanding customer strategies, financial objectives, shopper needs, and growth priorities.
• Partner with Retail and GP Enterprise teams to develop mutually beneficial Joint Business Plans that support sustainable growth.
• Lead customer meetings, line reviews, growth summits, and annual planning processes across Tissue, Towel, and Disposable Tableware categories.
• Collaborate with Category Management and Customer Planning teams to develop data-driven selling stories, assortment recommendations, distribution expansion opportunities, and promotional strategies.
• Own annual account planning, volume forecasting, trade investment planning, and business performance reviews.
• Develop merchandising, marketing, and activation strategies that strengthen brand presence and deliver positive ROI.
• Manage trade investments and customer funding with a focus on maximizing profitable growth and return on investment.
• Partner with Sales Analysts and Customer Investment Managers to ensure accurate volume, forecast, and trade planning.
• Identify opportunities to improve profitability through pricing, product mix, supply chain optimization, cost management, and customer-specific value creation initiatives.

Requirements

• Bachelor’s degree.
• Consumer Products industry experience.
• 5 years of trade marketing, sales, and/or customer investment experience within the CPG industry.
• Experience with Microsoft Office (Outlook, Excel, PowerPoint, Co-Pilot, and Word).

Qualifications

• Demonstrated success managing strategic retail customers and delivering profitable growth.
• Experience driving new business development, distribution expansion, and customer acquisition within the CPG industry.
• Experience growing customer partnerships within Discount, Home Improvement, Mass Retail, Home & Hardware, or Emerging Retail channels.
• Experience with business planning, financial acumen, category management, and negotiation skills.
• Experience leading complex cross-functional initiatives and influencing internal and external stakeholders.
• Experience utilizing data, insights, and analytics to create compelling customer value propositions.
• 5+ years’ experience managing Mass Retail Partnerships.

Benefits

• Medical, dental, and vision insurance.
• Flexible spending and health savings accounts.
• Life insurance, ADD, and disability coverage.
• Retirement plans.
• Paid vacation/time off.
• Educational assistance.
• Infertility assistance, paid parental leave, and adoption assistance (eligibility criteria apply).

Pay

This role is anticipated to pay $200,000 to $260,000 annually and will be eligible for the Sales Incentive Plan. The actual amount may vary based on the candidate's knowledge, skills, abilities, and geographic location.