Director of National Accounts

Diversified Botanics is a high-accountability, execution-driven environment built for people who value ownership, operational discipline, and measurable impact. We move quickly, maintain high standards, and expect teams to operate with urgency, transparency, and respect for the work.

This is a company for people who take pride in precision, communicate directly, adapt quickly, and understand that long-term credibility is built through consistency—not shortcuts.

Note to Recruitment Agencies

Diversified Botanics does not engage external recruiting agencies. All candidates must apply directly.

About This Role
This role is the chief growth engine converting Diversified Botanics from a regional kratom-channel brand into a national multi-channel CPG. Our existing $30M business runs almost entirely through the kratom-specialty distributor channel and smoke-shop chains. The path to $120M+ runs through chain HQ authorizations and national-tier distributor relationships — neither of which currently exist in any meaningful form.

You will build, manage, and personally close the chain-headquarters and national-distributor business across convenience, drug, mass, and natural channel. You will own the full revenue contribution from authorized chain accounts and from top-tier national wholesale distributors, and you will build and lead the Key Account Manager team that executes behind you.

What You'll Do

• Personally lead or co-lead buyer engagement at the top 25 c-store chains, top 10 drug chains, top 10 mass chains, and top 15 natural channel banners — personally responsible for converting buyer meetings into authorizations

• Own national distributor relationships — Core-Mark, McLane, and other national-scale wholesale operators — negotiating annual terms, growth rebates, MDF, and category programming

• Recruit, hire, onboard, and manage 3–5 Key Account Managers; set their named-account assignments; lead their weekly one-on-ones, deal reviews, and pipeline progression

• Build and present annual joint business plans to each chain HQ and national distributor, including category sales targets, promotional calendars, new SKU introduction plans, and shared depletion goals

• Personally attend major industry trade shows — NACS, ECRM, TPE — lining up buyer meetings and running the on-floor schedule for the KAM team

• Own the velocity data, consumer pull story, competitive comparison, and SKU strategy presented at every chain category review

• Deliver weekly pipeline review, monthly deal-stage reporting, and quarterly win/loss disposition to the CRO — you own the truth of the national accounts pipeline

• Recommend pricing tiers and trade promotion programs at the chain level, negotiating within CRO-approved guardrails

You'll Thrive Here If You

• Spend the bulk of your time in front of buyers, not managing a team calendar

• Treat joint business plans as the structural mechanism that turns a relationship into a multi-year revenue stream

• Work trade shows hard — TPE, NACS, ECRM, KCT, RangeMe — because that's where relationships get built and accelerated

• Keep a written playbook of what works across chains and can transfer it (what worked at Casey's applies at Wawa with adjustments)

• Actively coach and mentor first-year KAMs so they don't burn credibility with buyers early

• Bring a KAM-tier talent network with you — you can name three to five KAM candidates you could call within 30 days

You May Struggle Here If You

• Lean heavily on broker relationships rather than direct buyer relationships

• Can't articulate the difference between a JBP, a category review, and a trade promotion plan without prompting

• Can't tell a specific category-loss story — what was lost, where, and why

• Expect to fund authorizations through slotting and MDF rather than winning them on velocity

• Rely on retained search to fill your KAM seats rather than recruiting personally

• Read syndicated panel data (IRI/Circana) as foreign material rather than a working tool

What You Bring
12–18 years in CPG sales, with the last 4–6 in National Account Manager or Director-of-National-Accounts roles at challenger or category-leading brands. You have personally closed at least three top-25 chain authorizations from scratch — the chain was not already buying the brand when you walked in — and have carried a personal book of $20M–$100M in chain-channel revenue.

Minimum Qualifications

• 12+ years in CPG sales, with 4+ years in National Account Manager or Director-of-National-Accounts roles

• Personally closed 3+ top-25 chain authorizations from scratch

• Personal book of $20M–$100M in chain-channel revenue

• Fluency with syndicated and retailer data (Circana/IRI, Nielsen, retailer portals)

• Experience recruiting and building a KAM or equivalent field team

Preferred Qualifications

• Experience selling a regulated or high-scrutiny category (kratom, nicotine/OTP, CBD, energy, supplements)

• Direct, verifiable buyer-level relationships (not broker-mediated) at major chain HQs

• Track record building and presenting joint business plans

• Trade math fluency: margin structures, distributor markups, promo ROI, deduction resolution

Benefits & Compensation

We invest in our team with benefits designed to support sustained performance, long-term growth, and personal well-being.

• 100% company-paid health premiums for employees and families
• Mental wellness and employee support resources
• Fitness reimbursement up to $1,000/year
• Tuition reimbursement up to $5,250/year
• Professional development reimbursement up to $5,000/year
• $150/month in Diversified Botanics products plus 50% employee discount thereafter
• Free meals, drinks, and company celebrations
• Discretionary quarterly bonus program
• 401(k) with 100% match on the first 2% and 50% match on the next 4%

AI Proficiency & Innovation

AI literacy is considered a core professional capability at Diversified Botanics. Team members are expected to actively explore and apply AI tools to improve execution, decision-making, and operational effectiveness.

EEO Statement

Diversified Botanics is an equal opportunity employer committed to building a high-performance, inclusive workplace where excellence is recognized and rewarded.

Work Eligibility & Accommodations

Applicants must be authorized to work in the U.S. Reasonable accommodations are available throughout the hiring process upon request.

Ready to Contribute at a Higher Standard?

Apply to join a team where execution matters, accountability is visible, and consistent effort earns real respect.