Key Account Manager - Natural Channel

Are you an experienced salesperson with a passion for the beverage industry? Do you have a knack for developing strategic sales plans and fostering strong customer relationships? Yerba Madre is seeking a dynamic Key Account Manager to drive sales and expand our market presence within the Natural channel in the Western region.

We're looking for a dedicated, hardworking Key Account Manager (KAM) to oversee and nurture Yerba Madre's commercial relationships within the natural channel retail customer base. As a KAM for the natural channel, your role will revolve around crafting strategic action plans, implementing and executing retailer programs and aligning with Yerba Madre's growth strategy, in order to meet and fulfill the annual goals and objectives. Your efforts will play a pivotal role in harmonizing our mission with the retailer's strategy, creating a win-win partnership.

What you'll do for Yerba Madre:

• Build an annual business plan (BP) for each customer to deliver against revenue, volume, profit, share goals through a joint business planning process with assigned KAs.
• Deliver business plan goals across region and directly managed KA accounts; proactively monitor and manage any adjustments anticipated to have operational/financial impacts.
• Develop and maximize ad hoc opportunities as they arise including development of execution plan, expected impact, and budget/investment criteria.
• Manage in-store execution and activation through close collaboration with the distribution partner managers (DPM), third party merchandising partners, self-distribution teams, along with our field marketing teams.
• Develop and implement promotional programs that are aligned with retailer strategy and Yerba Madre BP, including utilization of data, an understanding of key drivers and customer dynamics to maximize ROI. In addition, expanding and deepening retailer programming in this channel to maximize impact and drive volume is a critical component.
• Close All Store & SKU Gaps that will help you and the company deliver on business plan goals for volume and acv.
• Develop and deliver fact-based customer presentations, including annual planning, business reviews, product assortment updates, activation/promotion recaps, and issue/resolution plans (where required). Important to convey company mission and impact work for all customers.
• Work collaboratively with distribution, category management, and marketing teams to translate consumer and shopper insights into comprehensive and actionable sell stories to support market and store level execution.
• Deep Understanding of Natural Channel Route to Market – Ability to completely understand the route to market for all natural customers. Ability to work closely with Natural Channel Lead and VP to make recommendations of optimized route to market changes.

Here's what you'll bring to the table:

• 5+ years of CPG industry (beverage preferred) experience in a related KA role ideal.
• 3+ years of Natural Channel Experience.
• Current Driver's License with clean driving record and meet DOT driving standards.
• Established relationships with KA decision makers in the natural channel.
• Knowledge of direct store delivery (DSD) distribution, UNFI & Kehe
• Exceptional communication, presentation, planning, negotiation, and analytics skills.
• Advanced level Microsoft PowerPoint and excel skills.

Physical Requirements:

• Ability to lift 15 lbs.
• Travel requirements: 20-30%.
• Full-time, remote position available to candidates in the US.
• Willingness to work additional hours as needed.

Here's what we offer:

Yerba Madre—formerly Guayakí Yerba Mate—is the nearly 30-year pioneer of regenerative yerba mate [yer-bah ma-tay] and the category leader in ready-to-drink mate beverages across North America. The name Yerba Madre, meaning “Mother Herb,” is a tribute to Mother Earth and the ancestral wisdom of the Indigenous communities who have cultivated yerba mate for generations —a reflection of the values the brand has championed since day one. 

Headquartered in Sebastopol and Venice, California, Yerba Madre sources organic, shade-grown yerba mate in direct partnership with 255 family farmers and Indigenous communities across Argentina, Brazil, and Paraguay. Using its Market Driven Regeneration™ model, every purchase helps reforest the Atlantic Forest, support fair trade premiums, and build long-term economic resilience for grower communities. 

In 2025, the brand became the world’s first yerba mate to achieve Regenerative Organic Certified™ Gold® status——setting a new global standard for ecological integrity, cultural respect, and environmental restoration. 

As an original founding member of the B Corp community and a founding member of the Purpose Pledge, Yerba Madre is committed to ethical business practices across ten key pillars, including climate positivity, living wages, circularity, and inclusion. Yerba Madre is available in over 45,000 retail locations across the U.S. and Canada. To learn more, visit www.YerbaMadre.com. 

Yerba Madre is an equal-opportunity employer committed to creating a diverse and inclusive workplace. All qualified applicants will be treated with respect and receive consideration for employment without regard to race, color, creed, religion, sex, gender identity, genetic information, sexual orientation, national origin, disability, uniform service, Veteran status, age, or any other protected characteristic per federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance.