Director, National Accounts

Van Leeuwen Ice Cream is hiring a full-time Director of National Accounts. This is a great opportunity for an experienced individual to work closely with the growing team of Van Leeuwen Ice Cream as the company embarks on its next stage of accelerated growth across retail brick and mortar and CPG. 

We are seeking a high-impact Director of National Accounts to lead and grow key retail partnerships across our expanding CPG business. This role is responsible for delivering top-line growth, strengthening customer relationships, and executing best-in-class joint business plans across strategic national accounts. This leader thrives in a fast-paced, entrepreneurial environment and brings a strong track record of scaling emerging brands within frozen, refrigerated, or perimeter categories, with a deep understanding of natural and “better-for-you” consumers and customers.

This role can be fully remote and based anywhere in the United States. Strong preference would be candidates based in markets where VL has retail outlets (CA, CO, TX, IL, FL, GA, DC, NC, TN, PA, NJ, NYC, CT or MA).

Job Responsibilities

Customer Leadership & Growth

• Own P&L and revenue delivery for a portfolio of national accounts (e.g., grocery, natural, mass, club) 
• Develop and execute joint business plans (JBPs) aligned with company growth targets 
• Identify and unlock distribution opportunities, including new items, sets, and channels 
• Drive velocity through pricing, promotion, merchandising, and assortment optimization 

Strategic Account Management

• Build and maintain senior-level relationships with key retail partners 
• Serve as the voice of the customer internally and influence cross-functional priorities 
• Lead line reviews, innovation sell-in, and strategic customer planning cycles 
• Navigate complex customer structures across direct and distributor-serviced accounts 

Revenue Management & Trade Optimization

• Partner with internal teams to develop pricing architecture (EDLP + promotional strategy) 
• Manage trade spend to maximize ROI, improve margins, and drive sustainable growth 
• Analyze performance (shipment, scan, profitability) and adjust plans accordingly 

Execution Excellence

• Ensure flawless execution across item setup, promotion planning, and in-store activation 
• Collaborate with brokers and distributor partners (e.g., UNFI, KeHE) to drive execution 
• Monitor and resolve customer issues including deductions, service levels, and supply alignment 

Cross-Functional Leadership

• Partner closely with Marketing, Supply Chain, Finance, and Category/Trade teams 
• Provide input into innovation pipeline based on customer and consumer insights 
• Support forecasting, S&OP alignment, and demand planning accuracy

Job Requirements

• 10 to 15+ years of CPG sales experience, with increasing responsibility in national accounts 
• Proven success managing top-tier retailers (e.g., Whole Foods, Target, Kroger, Sprouts, etc.) 
• Experience in frozen, refrigerated, or perimeter categories strongly preferred 
• Background in natural, premium, or better-for-you brands highly desirable 
• Experience in both emerging/growth-stage brands and scaled organizations is a plus
• Excellent communication and problem-solving skills
• Strong commercial acumen with experience owning a customer P&L 
• Deep understanding of distribution, velocity drivers, and retail economics 
• Experience working with distributors and broker networks 
• Analytical mindset with ability to translate data into action 
• Must be comfortable working in-store scoop shifts as needed, while adhering to DOH guidelines

Compensation + Benefits

$160,000 - $200,000 annual compensation depending on experience, weekly pay 

Eligible for annual 25% bonus

• Employee Scoop Card (Enjoy Ice Cream from any of our scoop shops nationwide)
• Medical, Dental + Vision Insurance with 70% Employer Contribution
• 401k with up to 4% Employer Match
• Cell Phone Reimbursement Plan
• Wellness Reimbursement Plan 
• Flexible Time Off - No accrual required
• Paid Sick Time
• Yearly Performance Reviews
• Paid one month sabbatical (eligible after 4 years of continued employment)