The Company
ALP Nicotine Pouches is one of the fastest-growing brands in the modern oral nicotine category. Launched in late 2024 as a joint venture between the Tucker Carlson Network and Turning Point Brands (NYSE: TPB), ALP has quickly captured the attention of adult nicotine consumers nationwide with its bold flavors, perfectly moist pouches, and unapologetic brand identity. With a mantra of "A Better Time," ALP is not just building a product — it's building a movement.
ALP is rapidly expanding its retail footprint across the country, and is scaling its national accounts infrastructure to match the brand's explosive growth trajectory. This is a rare opportunity to join a high-velocity consumer brand at a pivotal inflection point.
The Role
ALP is looking for a seasoned, high-performing Head of National Accounts to own and lead the company's chain retail strategy from end to end. This person will have full accountability for ALP's national account P&L, will build and close commercial agreements with major retail chains, and will serve as the senior bridge between ALP's brand ambitions and its retail execution across the country.
The right candidate has moved quickly in their career, thrives in fast-paced, entrepreneurial environments, and brings a proven track record of managing national accounts and leading field and broker sales teams in a competitive consumer goods landscape.
Responsibilities
- Own chain revenue and gross profit targets, with full accountability for ALP's national account P&L performance.
- Prospect, negotiate, and close commercial agreements with key retail chains, managing the full pipeline from initial outreach through executed contract.
- Develop and maintain ALP's chain account pipeline across all regions, setting distribution goals and promotional strategy by account and channel.
- Determine go-to-market coverage by account, including which chains ALP pursues directly, through brokers, or through partner field teams — and manage clean handoffs across each channel.
- Collaborate closely with ALP's joint venture partner, aligning on account strategy, field execution, and coverage to ensure a coordinated go-to-market approach across shared accounts.
- Direct and align partner field sales teams on ALP chain accounts, ensuring regional execution reflects national account strategy and commitments.
- Manage McLane, Core-Mark, and chain service distributor relationships to ensure contracted chain wins translate to inventory availability and shelf execution.
- Oversee broker partners as an extension of the national accounts team, including scoping commercial proposals, co-presenting to buyers, and actively managing progress to close on designated accounts.
- Report weekly to the CRO on pipeline status, deal progression, chain revenue, and forward forecast, with a monthly summary of results against targets.
Requirements
- 10–12+ years of progressive experience in account management and national sales leadership within consumer goods.
- Demonstrated track record of owning national account P&L and managing complex retailer relationships at the chain level.
- Direct experience negotiating and closing commercial agreements with major retail chains (convenience, grocery, drug, mass, or similar).
- Proven ability to manage and lead field sales teams, broker networks, and distributor relationships.
- Experience with tobacco, nicotine, and/or modern oral (nicotine pouch) categories is a strong plus.
- Deep understanding of the convenience and retail trade landscape, including familiarity with McLane, Core-Mark, and chain service distributors.
- Strong commercial acumen with the ability to build and manage a pipeline, track deal progression, and deliver against revenue targets.
- Excellent communication and cross-functional collaboration skills, including experience working with JV partners or matrixed organizations.
- Entrepreneurial mindset — comfortable in a fast-moving, high-growth startup environment with a bias for action and results.
Originally posted on Himalayas