National Accounts Manager - Retail

Why Tosca? At Tosca, we’re united by a bold purpose: to reduce waste and build a more sustainable world. Our reusable packaging solutions help retailers and suppliers create more efficient and eco-friendly supply chains. We foster a people-first, collaborative culture where passion, innovation, and appreciation thrive. Here, you’re not just doing a job—you’re making a measurable impact. We support our team members with opportunities for personal and professional growth, and a workplace where great people do meaningful work together. What You'll Do: As the National Accounts Manager – Retail, you will lead efforts to transform retail supply chains by driving the shift from traditional corrugated packaging to Tosca’s sustainable Reusable Plastic Containers (RPCs). You’ll develop and strengthen relationships with key retail partners—from the C-suite to distribution centers—serving as a trusted advisor and strategic partner. In this high-impact role, you will influence decision-makers, uncover growth opportunities, and drive adoption of RPCs across complex retail networks. You’ll manage and expand strategic accounts, lead new business initiatives, and collaborate across multiple departments to deliver solutions that generate long-term value. Responsibilities: Serve as the primary point of contact for key retail partners, building strong relationships across functions and levels—from distribution centers to corporate leadership. Influence retailers to adopt Tosca’s Reusable Plastic Containers (RPCs) by demonstrating the value of sustainable packaging across their supply chain. Partner closely with Tosca’s Protein, Produce, Egg, and New Business Development teams to support supplier engagement and ensure alignment with retailers. Lead initial RFP efforts and ongoing contract maintenance negotiations to maximize EBITA. Identify and pursue new business opportunities by securing trials and managing pilots that demonstrate RPC impact on efficiency and sustainability. Support the conversion of goods shipped to retailers from traditional single-use packaging to Tosca’s RPCs, ensuring buy-in from both retailer and supplier partners. Build and maintain detailed account plans for retail partners, aligning strategies with revenue goals and Tosca’s sustainability mission. Conduct supply chain and cost analyses to build compelling value propositions and support decision-making at the retail level. Maintain a healthy pipeline of retailer-driven opportunities and ensure continuous progress toward adoption milestones. Travel as needed to meet with retail stakeholders, support pilot programs, and drive in-person engagement. What We Are Looking For: Bachelor’s degree. Minimum of 5 years’ experience in supply chain or retail sales. Proven B2B sales experience with a track record of closing complex deals. Strong analytical, communication, and presentation skills. Proficiency in Microsoft Office and Outlook. Ability to travel overnight as needed. Valid U.S. driver’s license Preferred Qualifications: Background in retail, perishables, or packaging industries. Experience influencing change within large retail or supplier organizations. Strong understanding of supply chain structures, price/volume trade-offs, and profitability analysis. Entrepreneurial spirit with a proactive, solution-oriented mindset. Work Schedule This remote position supports customers across the Western United States and is open to candidates residing in U.S. states where Tosca is registered as an employer. The ideal candidate is strategically located near a major commercial airport to enable efficient travel throughout the territory. The role requires up to 50% travel, including overnight stays, for customer meetings, business development, and internal collaboration. Our Commitment to Equal Opportunity At Tosca, we believe in fostering a workplace where everyone is treated with respect and dignity. We are an equal opportunity employer, dedicated to creating an inclusive and equitable environment where all qualified applicants are considered without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, disability, or veteran status. E-Verify Employer Tosca participates in the E-Verify program to confirm the employment eligibility of all newly hired employees. For more information, please visit the E-Verify website.