Head of National Accounts for ALP Nicotine Pouches

ALP Nicotine Pouches is a rapidly growing brand in the modern oral nicotine category, launching in late 2024 and expanding its retail footprint nationwide. The company is seeking a Head of National Accounts to lead its chain retail strategy, manage P&L, and build key retail partnerships.

Location: United States

Responsibilities

• Own chain revenue and gross profit targets, with full accountability for ALP's national account P&L performance.
• Prospect, negotiate, and close commercial agreements with key retail chains, managing the full pipeline from initial outreach through executed contract.
• Develop and maintain ALP's chain account pipeline across all regions, setting distribution goals and promotional strategy by account and channel.
• Determine go-to-market coverage by account, including which chains ALP pursues directly, through brokers, or through partner field teams — and manage clean handoffs across each channel.
• Collaborate closely with ALP's joint venture partner, aligning on account strategy, field execution, and coverage to ensure a coordinated go-to-market approach across shared accounts.
• Direct and align partner field sales teams on ALP chain accounts, ensuring regional execution reflects national account strategy and commitments.
• Manage McLane, Core-Mark, and chain service distributor relationships to ensure contracted chain wins translate to inventory availability and shelf execution.
• Oversee broker partners as an extension of the national accounts team, including scoping commercial proposals, co-presenting to buyers, and actively managing progress to close on designated accounts.
• Report weekly to the CRO on pipeline status, deal progression, chain revenue, and forward forecast, with a monthly summary of results against targets.

Requirements

• 10–12+ years of progressive experience in account management and national sales leadership within consumer goods.
• Demonstrated track record of owning national account P&L and managing complex retailer relationships at the chain level.
• Direct experience negotiating and closing commercial agreements with major retail chains (convenience, grocery, drug, mass, or similar).
• Proven ability to manage and lead field sales teams, broker networks, and distributor relationships.
• Experience with tobacco, nicotine, and/or modern oral (nicotine pouch) categories is a strong plus.
• Deep understanding of the convenience and retail trade landscape, including familiarity with McLane, Core-Mark, and chain service distributors.
• Strong commercial acumen with the ability to build and manage a pipeline, track deal progression, and deliver against revenue targets.
• Excellent communication and cross-functional collaboration skills, including experience working with JV partners or matrixed organizations.
• Entrepreneurial mindset — comfortable in a fast-moving, high-growth startup environment with a bias for action and results.