National Account Manager - Mass & Club

**Who we are:** Feel Good Foods, Inc. is a fast\-growing natural frozen brand that offers a wide range of delicious foods for everyone and is headquartered in downtown NYC. We offer competitive benefits, including 80% coverage for medical / dental / vision, discretionary annual bonus and a discretionary time\-off policy. We prioritize the wellbeing of our employees, providing allowances for wellness and training \& development, and keeping our office stocked with premium snacks. **The role:** Feel Good Foods is seeking a highly strategic and execution\-oriented National Account Manager to lead one of our most critical growth channels. Reporting to the Sr. VP of Sales, this role is about building and scaling the Mass \& Club channel into a core, repeatable growth engine for Feel Good Foods. You will take a business that is working today and transform it into a structured, high\-performing platform, defining how we win in Mass \& Club long\-term across item strategy, pricing, rotations, and expansion. You will own both strategy and execution, ensuring that growth is not just top\-line, but profitable and sustainable. This requires tight alignment across sales, operations, supply chain, finance, and marketing to deliver against demand, while building the internal processes and discipline needed to scale. Ultimately, success in this role means turning Mass \& Club into a predictable, high\-margin business with a clear playbook for growth, strong customer relationships, and the foundation to expand across Mass retail, including but not limited to Target, and Costco, BJ’s, and Sam’s Club. **Who you are:** You are both a strategist and an operator \- someone who can build the plan and execute it. You bring deep, hands\-on experience and understand how to win, from merchandising and rotations to pricing, pack architecture, and member behavior. The ideal candidate brings deep experience across both Club and Mass, with a strong understanding of how to drive velocity, optimize margin, and build sustainable, repeatable growth across diverse retail environments. You are highly analytical and commercially driven, with a strong grasp of unit economics, trade spend, and P\&L ownership. You make decisions grounded in data and know how to balance growth with profitability. You are a cross\-functional leader who thrives in a fast\-paced, founder\-led environment. You bring structure where it doesn’t exist, align teams around clear priorities, and operate with high ownership, low ego, and a bias for action. **In this role, you will:** **1\. Customer Leadership \& Growth Strategy** Own and lead the Mass \& Club channel, with primary responsibility across Target, Costco, BJ’s, Sam’s Club, and select grocery accounts. Develop and execute long\-term customer strategies that drive distribution, velocity, and profitable growth, including item pipeline development, rotation strategy, and geographic expansion. Build and maintain strong, trust\-based relationships with buyers and merchant teams, positioning Feel Good Foods as a strategic partner. Lead all Joint Business Planning (JBP) processes, aligning company priorities with retailer objectives and unlocking new growth opportunities. **2\. Channel\-Specific Execution (Club \& Mass)** Drive a best\-in\-class playbook tailored to each channel. In Club, lead strategy across item selection, pack architecture, pricing, rotations, and promotional cadence, while defining regional, national, and international expansion opportunities. In Mass and conventional grocery, lead assortment strategy, distribution expansion, shelf placement, and promotional optimization across Target, and grocery retailers, ensuring strong in\-store execution and sustained velocity. Partner cross\-functionally to ensure operational readiness for launches and expansions, including accurate forecasting, production planning, and inventory flow. **3\.    P\&L Ownership \& Trade Management** Own the full P\&L across Mass \& Club, including revenue, gross margin, trade spend, and ROI. Build and manage customer\-specific financial models to evaluate item performance, promotional effectiveness, and long\-term profitability. Continuously optimize pricing, cost structures, and promotional strategies to balance top\-line growth with margin expansion, ensuring all programs meet or exceed financial targets. **4\.    Cross\-Functional Leadership** Serve as a central connector across Sales, Finance, Supply Chain, and Marketing. Translate customer strategies into clear, actionable internal plans across forecasting, innovation, and operations. Partner closely with marketing to develop channel\-specific positioning, messaging, and value propositions that resonate with both retailers and consumers. **5\.    Innovation \& Pipeline Development** Lead the Mass \& Club channel’s input into the innovation pipeline, ensuring all new items are designed for channel success including appropriate pricing architecture, pack size, and operational scalability. Identify whitespace opportunities across customers and categories to expand the Feel Good Foods portfolio and drive incremental growth. **6\.    Execution \& Performance Management** Drive disciplined execution through data, scorecards, and post\-mortems. Monitor performance across key metrics, identify risks and opportunities, and take action to continuously improve results. Ensure best\-in\-class execution across in\-store merchandising, promotional programs, item launches, transitions, and resets. Provide regular, clear updates to leadership on performance, key wins, and areas of focus. **Qualifications** * 8\+ years of CPG sales experience across Mass, Club, and/or Grocery channels * Bachelor’s degree required; degree in Business, Marketing, Finance, or related field preferred * Experience with Costco, Target, BJ’s, Sam’s Club, and conventional grocery * Proven track record of owning a P\&L and delivering profitable growth * Strong understanding of trade spend, pricing strategy, and promotional effectiveness * Experience working with frozen or perishable categories preferred * Advanced analytical and financial modeling capabilities * Experience with syndicated data (SPINS, Nielsen, Circana) and retailer\-specific data systems Salary:  $140k\-$160k