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National Account Manager, Club Channel & Walmart

Oakland, CA

Yerba Madre is seeking a dynamic and experienced Sales Executive to drive growth and sales across the club channel and Walmart. The successful candidate will be responsible for developing and executing strategic plans to enhance volume and profitability within these key channels, significantly impacting the company's growth. 

The ideal candidate will need to be an experienced sales executive with management expertise in Costco, BJ’s, and Walmart/Sam’s Club. They will need to bring existing customer relationships, be able to collaborate with key stakeholders with these customers as well as senior level executives and buying teams at the headquarter levels. This person should have experience with both direct store delivery and direct to customer warehouse. Experience with the “better for you” beverage category is a plus.

The successful candidate must be able to utilize and display their sales knowledge, business acumen, leadership, and management skills. They must lead with a blend of structure/discipline and flexibility/nimbleness. Due to the size and complexity of these customers, this position will report to the Chief Commercial Officer.

Successful candidates will be required to embrace Yerba Madre’s mission, strategy and bring an in-depth understanding of the business and markets to take the company’s business to the next level within these critical customers.

How you’ll Help:

To perform this job successfully, an individual must be able to perform the following satisfactorily; other duties may be assigned. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

  • Own the relationship and P&L responsibility for strategic club channel customers & Walmart. 
  • Align the channel & customer objectives with the Company strategy driving overall business performance and profitability while meeting the customer's needs.
  • Build upon and leverage above-buyer relationships with customers 
  • Define and implement a Trade Promotion Investment / Accrual Fund Strategy by account 
  • Develop an Annual Sales Plan by account that is in alignment with and integrated with the Key Account goals and objectives 
  • Partner closely and work very collaboratively with Sales Operations, and Business Analytics 
  • Meet & exceed Sales Execution goals 
  • Meet & exceed Revenue goals 
  • Meet & exceed Profitability goals 
  • Manage Trade Spending consistent with the Investment Strategy and within budget 
  • Manage Demand Forecast 
  • Other duties and responsibilities as required 
  • Partner with our direct store delivery teams to ensure execution of new distribution and all promotional activity.
  • Partner with the sales leadership team and finance to build an annual sales plan and provide monthly updates on progress against the plan.

 

What you’ll provide:

  • 5-7 years of related Key Account experience, established relationships with key customer senior level decision makers (ex. Costco, Sam’s Club, BJ’s, Walmart); Extensive knowledge of DSD (direct store delivery) beverage experience and direct to warehouse models is required.
  • Proficient in MS Office 
  • College degree preferred

How You’ll be Successful in this role:

  • Proven and successful sales management history within the beverage and/or CPG space
  • Excellent communication skills with external customers, peers, supervisors, and internal supporting departments
  • Extensive knowledge and experience in both the club and mass channels 

 

Travel & Physical requirements:

  • Physical Demands: ability to lift 15lbs

 

  • Travel Requirements: ability to travel up to 40%

 

  • Work Environment: remote

 

The pay range for this role is an estimate based on a wide range of compensation factors; actual pay offered may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Sales commissions and/or variable pay plans are also offered depending on the position (ex: monthly, quarterly, annual bonuses). Additionally, we offer a competitive benefits package including top-tier benefits, comprehensive medical, dental, and vision plans, employee life and disability, mental health benefits, paid medical leave, paid company holidays, and paid time off, as well as opportunities for career growth and advancement within our team!

Salary Range

$130,000 - $180,000 USD

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.

 

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