Natural Channel Sales Lead en Tropicana Brands Group

Fresh-Squeezed Legacy, Bold New Chapter

Tropicana Brands Group is a $3B startup aiming to revolutionize the beverage category. Formed in 2022 as a joint venture between PAI Partners and PepsiCo, our portfolio includes iconic brands like Tropicana, Naked, KeVita, Izze, Copella, and Punica. With over 76 years of global leadership in the orange juice category, we’re committed to preserving this legacy while driving innovation in other areas. From reimagining orange juice to creating functional smoothies and driving afternoon refreshments, we are

The Commercial team is essential to Tropicana Brand Group’s success by driving revenue growth, acquiring and retaining customers, and providing valuable market insights. Working closely with other departments to align sales strategies with business goals, help shape pricing and product development and keep the company competitive and responsive to market shifts. By building strong customer relationships, maximizing profitability, and identifying new opportunities for growth, the team contributes to both short-term and long-term success.

Your Next Pour: The Opportunity

We are looking to add a Natural Channel Sales Lead to our Commercial team. This role will be responsible for leading our Natural Foods business, delivering volume, net revenue, and trade targets across UNFI Natural and KEHE, while directly managing the strategic Whole Foods Market account. The position also oversees broker partnerships and one direct report, ensuring alignment with Tropicana Brands Group’s goals and initiatives. Tropicana is looking for a critical thinker with exceptional communication, influencing and relationship management skills who thrives in a fast-paced environment. Additional responsibilities include:

• Develop and deliver fact-based selling presentations aligned with customer needs and priorities
• Maintain and analyze financial planner using Excel modeling for valuation and scenario planning
• Monitor business trends to identify gaps and drive execution against plan
• Lead strategic account management for Whole Foods Market
• Manage broker relationships and direct report to optimize natural channel performance
• Collaborate cross-functionally with finance, strategy, category management, marketing, GBS, Customer Service, and Supply Chain
• Travel to customer headquarters and internal team meetings as needed
• Tackle ambiguous problems and prioritize business strategies effectively

The Perfect Blend: Experience

• 5+ years of direct selling experience, preferably in consumer-packaged goods
• Experience managing strategic retail accounts and broker relationships
• Strong financial acumen and Excel modeling skills
• Proven ability to develop and execute short- and long-term strategies
• Excellent written and verbal communication skills
• Category Management experience preferred

Foundational Ingredients: Requirements

• Bachelor’s degree required; MBA preferred
• Must be legally authorized to work in the United States without the need for employer sponsorship now or in the future
• Must be located in the Greater Austin, TX area or willing to relocate for the duration of employment
• Willingness to adapt and thrive in a blended work environment with 3-days in office, seamlessly transitioning between remote work and in-office operations
• Travel up to 30%

Perks That Pack a Punch

TBG is pleased to offer you a comprehensive benefits package which includes a 401(k) plan, medical, dental, vision, company provided life, STD and LTD insurance. In addition, you may also elect to participate in voluntary life, accident, hospital, and critical illness coverages.