Overview:
Senior Account Manager – Small Format Optimization
Primo Brands is a leading branded beverage company in North America with a focus on healthy hydration. We are proud to offer an extensive and iconic portfolio of highly recognizable, sustainably sourced, and conveniently packaged branded beverages distributed across more than 150,000 retail outlets.
We are currently seeking a Senior Account Manager, Small Format Optimization reporting to the Director of Sales. This pilot role will support Primo Brands’ Small Format route-to-market test across priority markets, with initial focus on Dallas/Fort Worth Markets. The position is designed to strengthen the connection between account strategy and store-level execution by helping evaluate the incremental benefit from improved in-store execution and the optimal route-to-market model to deliver it. In addition to field execution and test leadership, this role will own HQ management responsibilities for regional chains operating within the assigned test geography and build strong relationships with regional leadership at both Pharmacy and Convenience national accounts, to maximize execution, alignment, and buy-in. This role will work closely with retail partners, internal sales teams, Route to Market, Supply Chain, Finance, Customer Development, Field Sales, RSR/RAR/TSR teams, external DSD partners, wholesalers, and brokers to drive execution, capture learnings, and support profitable growth in Small Format. The right candidate will be based within the assigned test markets to enable regular store visits, branch engagement, customer interaction, and hands-on execution support, with the ability to travel up to 20% of the time.
Base Salary: $132,193 - 165,123 annually. This position is eligible for an annual bonus.
Location: Candidate must be based within one of the test markets: Dallas/Fort Worth. This is a market-based role and is not eligible for placement outside the assigned test markets.
Benefits of working for Primo Brands:
Health Benefits:
Medical, prescription, dental, vision, flexible spending account (FSA), dependent care flexible spending account (FSA), heath savings account (HSA)
Retirement/Investing:
401K with a 5% match, Employee Stock Purchase Plan (ESPP)
Insurance:
Employee Life Insurance, short and long-term disability, critical illness, hospital indemnity, accident insurance, spouse/domestic partner/child life insurance, accidental death and dismemberment
Other great benefits:
Employee discounts, save on auto, home, and pet insurance, tuition reimbursement, paid vacation and sick time, 9 paid holidays and 3 paid floating holidays, paid leave for when you have a baby, adopt a child, or become a foster parent, legal services, identity theft protection, employee assistance program (EAP), adoption reimbursement benefit, FEDlogic, commuter benefits.
Responsibilities:
Key responsibilities for this position include but are not limited to:
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Test Leadership: Support execution of the Small Format RTM test in priority markets, initially Dallas–Fort Worth, Tampa, and Orlando, ensuring test activities are coordinated, market-specific, and aligned to business objectives.
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Regional Chain HQ Management: Own HQ management responsibilities for regional chains operating within the assigned test geography, including account planning, customer communication, initiative sell-in, execution follow-up, issue resolution, and alignment of market-level priorities with chain-level expectations.
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National Account Regional Leadership Engagement: Build and maintain relationships with regional leadership at national accounts operating in the test markets to maximize execution, secure buy-in, support local activation, and strengthen communication between national account strategy and regional/store-level execution.
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In-Store Execution: Drive implementation and tracking of key execution elements, including Primo dedicated cooler placements, cold vault facings, case pack displays, ambient racks, take-home programs, assortment priorities, shelf conditions, planogram adherence, out-of-stock management, date checks, and display execution.
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Route-to-Market Coordination: Partner with internal and external stakeholders to evaluate selling, delivery, and merchandising models across Customer Direct, Direct Warehouse, External DSD, Wholesaler, broker-supported, dedicated RSR, hybrid route, TSR/RAR, and other market-specific operating models.
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Store-Level Measurement: Coordinate field audits and store-level tracking to measure implementation, sales velocity, volume impact, distribution gains, cooler performance, merchandising compliance, and execution quality by test cell.
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Business Case Support: Help quantify incremental volume, revenue, gross margin, operating cost, one-time cost, Capex, operating profit, and ROI implications of execution improvements, cooler placements, route models, and resourcing scenarios.
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Cross-Functional Alignment: Serve as a connector across Customer Development, Sales Operations, Route to Market, Supply Chain, Finance, Marketing, branch teams, field sales, external DSD partners, wholesalers, brokers, and customer stakeholders to remove barriers and improve speed of execution.
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Training and Development: Develop, coordinate, and deliver market-level training, onboarding, tools, and execution guidance for internal teams and external stakeholders, including field sales, branch teams, RSR/RAR/TSR teams, external DSD partners, wholesalers, brokers, and customer-facing partners to ensure consistent understanding of test objectives, execution standards, KPIs, merchandising expectations, and feedback processes.
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Market Feedback and Learning Agenda: Capture test learnings, field feedback, execution risks, service-level issues, and customer insights to inform the preferred RTM model and broader Small Format growth strategy.
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Performance Management: Monitor KPIs and thresholds established for the test, including profitability, velocity, distribution, in-stock levels, share of shelf, cooler placement, route productivity, and communicate performance trends to leadership.
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Customer and Field Engagement: Participate in selected customer, market, and field discussions focused on execution updates, issue resolution, cooler and display activation, merchandising priorities, and operational follow-through.
Qualifications:
If you're ready to embark on an exciting journey with Primo Brands, apply now!
Salary Range Disclaimer:
The salary range provided for this position is approximation based on market research, internal compensation data and the candidate’s qualifications and experience. Final salary offers are determined through a comprehensive evaluation of candidate qualifications and may vary depending on factors such as skills, experience, and geographic location of the position. Other components of the compensation package, including benefits and bonuses, will also be considered. We are committed to fair and equitable compensation practices, and we encourage open dialogue about compensation during the interview process.
Primo Brands’ established portfolio includes billion-dollar brands Poland Spring® and Pure Life®, premium brands like Saratoga® and Mountain Valley®, regional leaders such as Arrowhead®, Deer Park®, Ice Mountain® Ozarka®, and Zephyrhills®, purified brands, Primo Water® and Sparkletts®, and flavored and enhanced brands like Splash® and AC+ION®. Our extensive direct-to-consumer offerings and industry-leading line-up of innovative water dispensers create consumer connectivity through recurring water purchases across Water Direct, Water Exchange, and Water Refill. At Primo Brands, our more than 11,000 associates are at the heart of what we do and deliver on our mission to provide healthy hydration to consumers wherever, however and whenever they want it. We believe in fostering a respectful culture, which values our associates who are deeply invested in quality hydration, our communities, and the sustainability of our packaging and water sources for generations to come.
Primo Brands is proud to be an Equal Opportunity and Affirmative Action employer, seeking to create a welcoming and diverse environment. We do not discriminate based on race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local law.
Candidates must possess strong English language skills to effectively communicate with customers and provide exceptional service. Proficiency in English is essential for understanding customer needs, resolving inquiries, and collaborating with team members.
