National Account Manager (Mass/Club)

What is Cirkul?

Cirkul is a rapidly growing company on a mission to transform how beverages are developed, distributed, and enjoyed. It’s a new way to hydrate—so much so that 96% of customers say they drink more water with Cirkul!* With over 150 flavor options available without sugar or calories, Cirkul provides customers with a fully customizable, reusable water bottle and cartridge system. Since 2018, millions have dropped sugary soda and energy drinks, and turned up their plain boring water with Cirkul! A full range of products is available at DrinkCirkul.com, and Cirkul is also sold by Amazon, Costco, Walmart, Kroger, and grocery stores nationwide.

*Based on a survey conducted with 3,258 Cirkul Customers

What is this role?

The National Account Manager (Mass / Club) at Cirkul is responsible for driving growth across key mass and club retailers, including Walmart, Sam’s Club, Costco, and others. This role owns both new business development and the expansion of existing partnerships, with a focus on increasing distribution, velocity, and overall account performance.

You will serve as the primary point of contact for assigned accounts, leading joint business planning, executing high-impact retail strategies, and partnering cross-functionally to scale Cirkul’s presence in high-volume, high-visibility channels.

What does an average day look like?

Driving Results:

• Owns revenue, distribution, and velocity targets across assigned mass and club accounts and consistently delivers against them

• Leads line reviews, buyer meetings, and modular resets to secure new item placements, expanded shelf space, and high-impact features

• Develops and executes promotional and pricing strategies aligned to high-volume retail environments

• Analyzes POS data, syndicated data, and retailer-specific reporting to identify growth opportunities

• Optimizes trade spend and promotional calendars to maximize ROI in large-scale retail programs

Taking Ownership:

• Operates as the end-to-end owner of each account, from strategy through execution across stores and distribution centers

• Proactively identifies and resolves risks related to inventory, supply chain, and in-store execution

• Partners cross-functionally with supply chain, demand planning, and operations to support large-scale orders and replenishment

• Ensures alignment and execution of all deliverables coming out of buyer meetings and line reviews

Making Decisions:

• Uses data, margin implications, and customer strategy to inform decisions on pricing, pack sizes, assortment, and promotions

• Prioritizes initiatives that drive scale and efficiency across high-volume accounts

• Navigates complexity within mass and club environments, including longer planning cycles and larger order commitments

• Balances immediate opportunities (features, seasonal buys) with long-term growth (modular placement, expanded SKUs)

Cultivating Relationships:

• Builds strong relationships with buyers, merchants, and cross-functional stakeholders within mass and club retailers

• Establishes credibility as a strategic partner by bringing insights, innovation, and solutions tailored to each retailer

• Expands internal networks within accounts to unlock opportunities across merchandising, supply chain, and marketing teams

• Represents Cirkul in line reviews, customer meetings, and key industry interactions

Instilling Trust:

• Delivers on commitments with accuracy and consistency, especially in high-volume, high-stakes retail environments

• Provides reliable forecasting and clear communication on risks, supply, and performance

• Maintains transparency with both customers and internal teams to ensure alignment and execution

• Builds confidence through preparation, follow-through, and strong financial and operational acumen

Customer Focus:

• Deeply understands the dynamics of mass and club retail, including shopper behavior, value expectations, and merchandising strategies

• Tailors product assortment, pack configurations, and pricing strategies to meet channel-specific needs

• Identifies and pursues new mass and club opportunities to expand Cirkul’s footprint

• Conducts store visits and market walks to evaluate execution, competitive landscape, and shopper trends, translating insights into action

What background should you have?

• 7+ years of experience in CPG sales, with a focus on mass, club, or big-box retail accounts

• Proven track record of managing and growing accounts such as Walmart, Target, Costco, Sam’s Club, or similar

• Experience with high-volume retail, including forecasting, supply chain coordination, and large-scale promotions

• Strong analytical skills with the ability to translate data into actionable insights

• Experience with syndicated data and retailer-specific reporting tools

• Excellent communication, negotiation, and presentation skills

• Ability to manage complexity and multiple priorities in a fast-paced, high-growth environment

• Willingness to travel to Tampa office and to customers on a weekly basis

[ For Pay Transparency ] Compensation Description

The base pay range is subject to change and may be modified in the future. Compensation (including base salary) may vary outside of this range depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience, and location. This role may be eligible for additional discretionary compensation such as bonuses / incentives, and equity. Your Cirkul HR representative can share more specific details for a particular job location during the hiring process.

Annual Base Salary
$115,000—$135,000 USD

What do we offer?

• Competitive salary based on experience and market

• Generous benefits, 401k match, and PTO (even insurance for your fur babies!)

• Employee discounts on Cirkul products

• New corporate office space with great amenities

• Opportunity to work with a best in class team, in a hyper growth company, taking over the hydration industry

• A culture that rewards results

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Please note: At this time, we will not provide sponsorship for employment visas. Candidates must be authorized to work in the United States without current or future sponsorship.

Cirkul, Inc. is an Equal Opportunity Employer. We believe in hiring a diverse workforce and are committed to sustaining an equitable and inclusive, people-first environment. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status. If you'd like more information about your EEO rights as an applicant under the law, please download the available EEO is the Law & EEO is the Law Supplement documents.