Key Account Manager - Emerging Channels (Remote)

Key Account Manager - Emerging Channels

Here’s What All The Hype Is About…

Premier Nutrition Company (PNC) is one of the fastest-growing companies in the convenient nutrition space showing clear leadership in the category of protein shakes and protein powders. We make the brands Premier Protein, Dymatize, and PowerBar, which is sold internationally, and we are part of our holding company, BellRing Brands (NYSE: BRBR).

We have a simple, yet powerful, formula for our success, which we’ve been nailing for over 15 years. We start off with an organization powered by our company purpose—Changing Lives with Good Energy. Then our purpose-driven people are given the support and autonomy to develop and grow. Next, we are super-intentional about designing a culture where everyone feels like they truly connect and belong, which is one of our five company core values. Purpose-driven, connected employees who are consistently mastering new skills deliver amazing business results. And winning companies with amazing people and thriving cultures attract and retain top talent, so the cycle becomes self-reinforcing or what we call our regenerative culture.

We don’t mind sharing our formula since, as people who we believe in the power of changing lives with good energy, we think the world would be a better place if more workplaces treated adults like adults and gave them the platform to do the best work of their lives—alongside some truly amazing colleagues. Why don’t more companies do this? It takes deep-in-your-bones conviction to your people, products, and purpose to pull it off. It also takes resisting the urge to try to control people and instead trusting them to make the right decisions. The results of our vibrant culture speaks for themselves: We were certified as a Great Place to Work™ for the 8th year-running in 2024. And we currently rank #2 on Fortune Magazine’s Best Workplaces in our category, and in the top 12 for each of the last 5 years.

We have a long list of ways we take care of our people, but here are some crowd-pleasers that our employees often say they love most: Year-round ½ day Fridays, in-office massages, free lunches & snacks, dogs in the office, month-long cultural and diversity celebrations, monthly over-the-top in-office events like bring your kids to work day, 6% 401k match after 1 year, generous paid family leave regardless of gender, all positions bonus-eligible, company-wide volunteer days, company-matched charitable donations, no employee handbook, no dress code, coaching conversations instead of performance reviews, walking meetings, free exercise classes, and company-paid gym membership for Emeryville-based employees.

PNC seeks individuals who will flourish in this type of work environment and will add to our culture and help build this high-growth company for the next phase in our amazing journey. Does this sound like you? Then read on…

The Role...

The Key Account Manager – Emerging Channels will work closely with the Director of Sales – Emerging Channels in the development & execution of the holistic Channel priorities & strategies within & across each respective channel. They will not only work to nurture existing broker partnerships & strategic customers within the Food Service & Home Hardware Channels but will develop new business by targeting developing & executing go-to-market plans within new, whitespace channels & customers. They will help lead annual planning and work closely with Finance and Supply Chain to ensure financial targets are met and that we provide excellent customer service. They will also liaison with Marketing and Sales Planning to help develop Channel Specific product and program innovation. Additionally, they will lead and own projects that will be assigned by the Director of Sales – Emerging Channels as business needs evolve. The role requires a drive for measurable results against objectives and year-over-year sales growth.

The work environment…

This position will be based remotely, and each remote employee comes to our Emeryville, California headquarters at least quarterly for various meetings, such as annual departmental team building and planning meetings, annual plan kick-off all-hands meeting, quarterly state-of-the-company updates, or other large cross-functional meetings. The expected pay scale for this role is $105k to $120k, which may vary based on relevant experience, qualifications, geographic area (if applicable), and internal equity for the role.

You’re excited about this opportunity because your time will be filled with…

Manage Existing Strategic Growth Customers: 40% of Time

• Develop annual plans to attain annual operating plan targets with existing Premier Nutrition customers within the Food Service, Hardware and others as assigned by the Director of Sales
• Manage trade budget and ensure guidelines are adhered to
• Help develop channel and customer-specific Shopper Marketing & Digital support plans
  
  

Identifying & Securing New Strategic Business: 20% of Time

• Work with Category Management team and Director of Sales to analyze white space markets and customers new to PNC .
• Develop customer-specific sell stories as well as customize the National PNC Category Selling story.
• Work together with the Director of Sales, attend Sales calls, and provide all necessary support
• Work cross-functionally internally to set up new customers & own that process
• Travel as needed to secure new business
  
  

Broker & Contract Management: 25% of Time

• Manage existing Broker network while also identifying, onboarding and managing relationships with brokers to optimize distribution execution plans to achieve revenue targets
• Provide ongoing training and support to broker network to ensure alignment with organizational goals
• Establish and maintain strategic partnerships with Brokers, GPO’s, negotiating contracts and working collaboratively to grow member participation and sales
  
  

Product, Pack & Program Innovation: 15% of Time

• Work closely with Sales Planning and Shopper Marketing to develop unique support plans that are specific to Emerging Channels. Think differently, not a cookie cutter approach
• Provide input to make requests of Marketing for Channel-specific products and pack types for the Channel
  
  

What are we looking for?

Education

• Bachelor’s degree required in any field
  
  

Experience

• 7 years’ experience in channel development, business development, or sales within FDM
• 2 years' experience in Food Service preferred but not required
• Demonstrated success managing brokers and distributors
• Experience in contract negotiations and compliance processes
• Ideally a minimum of 2 years of experience in truly building a business from the ground up; entrepreneurial spirit
  
  

Skills

• Must be willing to travel extensively; over 40%
• Proven ability to build and maintain relationships with brokers and key accounts
• Excellent negotiation, communication, and presentation skills
• Data-driven decision making with ability to analyze performance metrics and market trends
• Self-motivated/Hunter Mentality that can manage multiple priorities in a fast-paced environment
  
  

So if after reading through this long list you’re thinking--I’m not sure I meet 100% of these requirements, should I still apply? YES—if you embody a growth mindset, see challenges as opportunities to develop, and find innovative ways to get the real work that matters done, you sound like our kind of candidate!

Five capabilities that differentiate this role and are key to candidate success:

• Drive and own results
• Hunter Mentality
• Learning & growth mindset
• Adaptability
• Embody a strategic mindset
• Conflict resolution
  
  

You will thrive here and may just do the best work of your life if…

• You want to be an integral part of shaping and nurturing an amazing work culture
• You enjoy making people-centric decisions and finding ways to say ‘yes’ as often as possible to impactful and important priorities for the business or team
• You are comfortable being natural, casual, open, and even a bit playful at work
• You can be friendly, vulnerable, and self-deprecating in one moment, and deal with a challenging, delicate people-related matter as a professional in the next
• You can do periods of focused, deep work on projects that drive positive incremental business growth for the company
  
  

This may not be your ideal next career move if…

• You like a lot of structure, rules, and uniformity
• You like order, hierarchy, command and control management
• You want to build lots of processes, systems, governance, or policies
• Dealing with ambiguity or experimentation are not your jam
• You try to resolve challenging interpersonal situations over email or instant messaging
• You like managing from behind your computer and demonstrating excellence through email
• You tend to chase whatever shiny object presents itself during the day even if non-strategic
  
  

We strive to create an equitable and inclusive environment to contribute to the success of our organization. Premier Nutrition provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, status as a covered veteran and any other category protected under applicable federal, state, provincial and local laws.