Key Account Manager – Northeast

About OLIPOP

At OLIPOP, we’re on a mission to positively impact consumer health at scale through a new kind of soda that’s delicious, refreshing, and actually good for you. Founded by CEO Ben Goodwin, OLIPOP offers a soda with 6 to 9 grams of fiber and 2 to 5 grams of sugar, delivering science-backed benefits without sacrificing classic taste. Since 2018, OLIPOP has been reshaping culture by creating products that support health for all and building a business grounded in empathy, integrity, and a belief in better for everyone.

The Role

The Key Account Manager – Northeast will own and grow OLIPOP’s business across key regional retailers including Wegmans, Giant Eagle, and Food City. This individual will serve as the strategic lead for their accounts, building strong customer partnerships, identifying growth opportunities, and collaborating cross-functionally to drive revenue, profitability, and executional excellence.

Responsibilities

• Act as the steward of assigned key accounts by leveraging deep business insight to identify growth opportunities, navigate challenges proactively, and deliver against revenue and profitability objectives.
• Build and strengthen relationships across customer organizations, including buyers, replenishment, shopper marketing, and senior leadership, to drive collaboration, influence decision-making, and unlock growth opportunities.
• Build strong broker partnerships through clear direction, ongoing coaching, and cross-functional collaboration to drive customer success and business growth.
• Develop and execute customer-specific promotional strategies in partnership with Revenue Growth Management and Finance teams to optimize trade spend, maximize ROI, and improve profitability.
• Lead all innovation and new item selling initiatives with retailers, driving speed to market and maximizing distribution opportunities.
• Communicate priorities and execution expectations to OLIPOP field teams, broker partners, and third-party merchandising teams to ensure best-in-class in-store execution.
• Continuously evaluate and optimize route-to-market strategies in partnership with Distributor Management and Operations teams to support scalable and efficient growth.
• Partner closely with Demand Planning and Commercial Planning teams to deliver accurate forecasts and support supply continuity against production lead times.
• Collaborate cross-functionally with Category, Commercial, and Shopper Marketing teams to leverage syndicated data, consumer insights, and brand assets to drive brand awareness, customer growth, and in-store visibility.
• Present account performance, priorities, strategies, and growth initiatives regularly to OLIPOP leadership.
• Travel as needed for customer meetings, trade shows, offsites, and internal meetings.

Qualifications

• Minimum of 4 years of key account experience, including strong background working with Northeast regional accounts and the CPG industry.
• Headquarter-level experience with Wegmans and/or Giant Eagle, along with broker management experience, is highly preferred.
• Strong planning, organization and project management skills, along with excellent interpersonal, written/oral communication, presentation and negotiation skills.
• Demonstrated commercial and financial acumen, including experience managing trade spend, forecasting, promotional planning, and delivering against revenue and profitability objectives.
• Highly self-motivated with a strong ownership mentality and the ability to independently lead initiatives from strategy through execution in a fast-paced and agile environment.
• Strong communication skills, with experience navigating challenging negotiations to find the “triple win” (for OLIPOP, our customers, and our consumers) and communicate the OLIPOP brand story.
• Cross-functional collaborator, with the ability to rally internal and external partners around a mutual goal.
• Demonstrated analytical capabilities, with the ability to identify business opportunities in retailer data.
• Experience with Nielsen/SPINS, Numerator and Muffin preferred.
• Competence in Microsoft Suite, including intermediate Excel proficiency (pivot tables and complex data analysis).
• Experience with team collaboration tools such as Slack and Zoom preferred.
• Must be able to work flexible hours, including evenings and weekends.
• Clean driver’s license, reliable transportation, and proof of insurance.

Reports To

Sr. Director of Sales, Grocery

Compensation

$100k-$120k Base + Bonus

How We Work

OLIPOP is fully remote but emphasizes intentional connection through cross-functional projects, offsites, Slack, and more. The culture values trust, transparency, thoughtful debate, feedback, and growth.

What We Value

• Mission Connectivity: Supporting human health is central.
• Indomitable Spirit: Inventive, curious, adaptable.
• Lead at Every Level: Ownership and initiative matter.
• Courageous Humility: Confident yet curious, open to feedback.

What We’re Looking For

• Think big, move fast, take thoughtful risks.
• Thrive in a high-performance, feedback-rich environment.
• Value real human connection and honest collaboration.
• Energized by building and improving something new.

Equal Opportunity

OLIPOP is an Equal Opportunity Employer committed to providing reasonable accommodations during application and employment.

Submission of Application Materials

Applicants must submit only requested materials; unsolicited materials will not be reviewed or considered.