Key Account Manager

Are you an experienced salesperson with a passion for the beverage industry? Do you have a knack for developing strategic sales plans and fostering strong customer relationships? Yerba Madre is seeking a dynamic Key Account Manager to drive sales and expand our market presence within the Non-Traditional channel in the Eastern region.

We're looking for a dedicated, hardworking Key Account Manager (KAM) to oversee and nurture Yerba Madre's non-traditional foodservice business with (Compass/ Aramark/ Sodexo). The role is driving distribution, volume, and execution of programming through the food service channel via the Big Three contract feeders. This role will develop business plans with assigned accounts with the purpose of growing Yerba Madre's consumer pull within foodservice/ vending segments. Your efforts will play a pivotal role in harmonizing our mission with the customers' strategy, creating a win-win partnership.

• Build an annual business plan (BP) for each customer to deliver against revenue, volume, profit, share goals through a joint business planning process with assigned KAs.
• Deliver business plan goals across region and directly managed KA accounts; proactively monitor and manage any adjustments anticipated to have operational/financial impacts.
• Develop and maximize ad hoc opportunities as they arise including development of execution plan, expected impact, and budget/investment criteria.
• Manage in-store execution and activation through close collaboration with the distribution partner managers (DPM), third party merchandising partners, self-distribution teams, along with our field marketing teams.
• Develop and implement promotional programs that are aligned with retailer strategy and Yerba Madre BP, including utilization of data, an understanding of key drivers and customer dynamics to maximize ROI.
• Develop and deliver fact-based customer presentations, including annual planning, business reviews, product assortment updates, activation/promotion recaps, and issue/resolution plans (where required). Important to convey company mission and impact work for all customers.
• Work collaboratively with distribution, category management, and marketing teams to translate consumer and shopper insights into comprehensive and actionable sell stories to support market and store level execution.

• 3+ years of CPG industry (beverage preferred) experience working with Compass, Sodexo, Aramark, and Vistar (PFG) at both the HQ and sector levels
• 5+ years' experience in key non-traditional channels such as vending, collegiate, healthcare, and at work
• Current Driver's License with clean driving record and meet DOT driving standards.
• Various routes to market experience in DSD (preferably beer and non-alcoholic), Direct warehouse, Broadline Distributors (Vistar, US Foods, Sysco, Dot Foods
• Other relevant experience like office coffee service, connections with specialty retail HQ (Home Depot, Lowes, Ace Hardware, etc.)
• Exceptional communication, presentation, planning, negotiation, and analytics skills.
• Advanced level Microsoft PowerPoint and excel skills.

• Strategic Business Planning: Success in this role involves the ability to build comprehensive annual business plans for each customer, in collaboration with assigned Key Accounts (KAs). These plans should effectively deliver on revenue, volume, profit, and market share goals through a well-structured joint business planning process.
• Goal Achievement and Adaptation: Achieving business plan goals is essential. Successful candidates should demonstrate the capability to consistently deliver on objectives across the region and directly managed KA accounts. Additionally, being proactive in monitoring and managing any necessary adjustments to mitigate operational or financial impacts is key.
• Proactive Opportunity Utilization: Success is also achieved by actively identifying and maximizing ad hoc opportunities as they arise. This includes the development of execution plans, assessing expected impacts, and applying budget and investment criteria to make sound decisions, contributing to overall growth and profitability.

• Ability to lift 15 lbs.
• Travel requirements: 20-30%.
• Full-time, remote position available to candidates in the US.
• Willingness to work additional hours as needed.

Yerba Madre-formerly Guayaki Yerba Mate-is the nearly 30-year pioneer of regenerative yerba mate [yer-bah ma-tay] and the category leader in ready-to-drink mate beverages across North America. The name Yerba Madre, meaning "Mother Herb," is a tribute to Mother Earth and the ancestral wisdom of the Indigenous communities who have cultivated yerba mate for generations -a reflection of the values the brand has championed since day one.

Headquartered in Sebastopol and Venice, California, Yerba Madre sources organic, shade-grown yerba mate in direct partnership with 255 family farmers and Indigenous communities across Argentina, Brazil, and Paraguay. Using its Market Driven Regeneration model, every purchase helps reforest the Atlantic Forest, support fair trade premiums, and build long-term economic resilience for grower communities.

In 2025, the brand became the world's first yerba mate to achieve Regenerative Organic Certified Gold status-setting a new global standard for ecological integrity, cultural respect, and environmental restoration.

As an original founding member of the B Corp community and a founding member of the Purpose Pledge, Yerba Madre is committed to ethical business practices across ten key pillars, including climate positivity, living wages, circularity, and inclusion. Yerba Madre is available in over 45,000 retail locations across the U.S. and Canada. To learn more, visit www.YerbaMadre.com.