Retail National Account Executive - Club Channel

General Mills

General Mills

Sales & Business Development
Rogers, AR, USA
Posted on Thursday, August 31, 2023

Job Description

As the National Account Executive (NAE) on our Retail Foodservice team, you will be responsible for leading our Club Channel of business with Costco, Sam’s Club & BJ’s Wholesale across the Bakery, Deli, Produce & Café areas of the Club. This person will manage customer relationships, execution, sales growth, and PNL management at the highest levels with these large Retailers. The Club channel is well positioned for growth and is experiencing strong demand and interest from consumers as they look to offset inflation and buy in bulk. You will work to develop strategic, multi-tiered relationships with this unique customer base to drive PNL performance for our North America Foodservice (NAF) reporting segment selling in Frozen Baked Goods, Bread, Yogurt, Granola, Pizza, and more.

You will be responsible for achieving both top and bottom-line growth expectations and work closely with Trade Finance & Segment Finance to negotiate and execute pricing models and supplier agreements. You will also be responsible for strong internal collaboration and matrixed partnership with marketing, R&D/ITQ, Food Safety & Quality, and Consumer Insights to generate a pipeline of sales activations that strategically grow the business where we need to win in NAF.
We are looking for a skilled negotiator who is adept at managing customer relationships at the highest levels, negotiating in the nuance, and has the ability to use our broad portfolio to drive differential strategic partnerships for the segment. This is a highly cross-functional role that requires close partnership with Marketing, Finance, Trade, Sales Capabilities & Field Sales to maximize the PNL potential of the channel.

The location for this role is in Northwest Arkansas, working out of the General Mills Walmart Business Center, located in Rogers, AR, where a majority of the support team also sits. Relocation will be provided to this area.


  • Responsible for creating and communicating the Club channel strategy to the NAF leadership team annually as a part of the plans process.
  • Responsible for the successful management and growth of the current Club business across the U.S. will detailed accountability to the PNL, which is reported on a monthly basis.
  • Leverage all cross functional tools including Category Management, Consumer Insights, Marketing, & Trade to drive growth across current and new partners.
  • Execute national supplier agreements and index/market pricing models across the customer base with detailed and nuanced precision.
  • Strong hand for customer operations, supply chain and transportation as you work closely with our manufacturing facilities to enable their planning of production across our supply chain.


  • Bachelor’s Degree
  • 7 years’ sales experience
  • Strategic Business Development: lead customer plans for the channel and all national accounts with complete autonomy.
  • Strong communication skills – ability to translate strategy into execution, to summarize insights and market dynamics, to influence and provide feedback across multiple levels and functions
  • Skilled negotiator; creating national programming that returns a strong ROI for General Mills.
  • Ability to work across multiple levels including senior leadership, both internally and externally
  • Business and Financial Acumen: ability to understand market dynamics, and manage large budgets including strategic planning, implementation, pricing, trade, & contract negotiations with large customer accounts.


  • Experience in a cross-functional role – in sales operations, sales communication, marketing, supply chain, etc.
  • Previous experience working with the Retail or Club Bakery Departments and/or back of house portfolio of products (i.e. Frozen Baked Goods)
  • Business and Financial Acumen (deep working knowledge of trade, trade systems & P&L Management)

Salary Range

The salary range for this position is $104700.00 - $157200.00 / Annually. At General Mills we strive for each employee's pay at any point in their career to reflect their experiences performance and skills for their current role. The salary range for this role represents the numerous factors considered in the hiring decisions including, but not limited to, educations, skills, work experience, certifictions, etc. As such, pay for the succesful candidate(s) could fall anywhere within the stated range. Beyond base salary, General Mills offers a competitive Total Rewards package focusing on your overall well-being. We are proud to offer a foundation of health benefits, retirement and financial wellbeing, time off programs, wellbeing support and perks. Benefits may vary by role, country, region, union status, and other employment status factors. You may also be eligible to participate in an annual incentive program. An incentive award, if any, depends on various factors, including, individual and organizational performance.