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Title:  National Account Manager

Job ID:  22731
Country:  USA
City:  Richmond
Professional area:  Sales
Contract type:  Permanent
Professional level:  Experienced

JTI (Japan Tobacco International) is a leading global tobacco company distributing our products in 130 countries worldwide. One of the fastest growing international industry players we own some of the world’s best known brands, including Winston, the number two global cigarette brand, and Camel, outside of the US.


Within the US, JTI has grown to into a total tobacco company with three businesses: JTI USA, marketing and selling key cigarette brands Wave, Wings, Export ‘A’ and the global brand LD; PrimeTime International Distributing, Inc. (PTID), an industry leader in filtered cigars and pipe tobacco; and Logic Technology Development (Logic), a category leader in vapor products.


We are a member of the Japan Tobacco Group of Companies. For more information visit

Position Purpose

JTI USA is presently seeking a National Account Manager to become a member of our Sales team. The purpose of this position is to manage strategic chains to ensure the development and growth of JTI USA sales, share and distribution. Maximize exposure of JTI USA products by opening/introducing all JTI USA product lines to industry chain and direct accounts while operating within predetermined budgets and in compliance with all company policies and procedures. This position will work closely with the National Key Account Manager to create/develop/communicate strategic and tactical plans to improve business and expand product visibility which will support company objectives, provide Sales Management with ongoing updates of competitive activity and achieve all established sales and merchandising objectives within assigned geographic area.



  • Ensure that JTI USA marketing and sales strategic and tactical plans are implemented in an efficient and effective manner with all existing direct and chain account:  In order to grow JTI share and sales volume to maximize brand awareness.     Reviews/audits chain accounts compliance to JTI Merchandising programs to ensure account adherence to agreed upon JTI Merchandising platform.
  • Ability to identify and contact (cold call) prospective business development chain opportunities that exist in their assigned geography.  Work closely with National Key Account Manager to identify, and then introduce JTI products to all industry direct and chain accounts that currently do not stock JTI USA products. Utilize Wholesaler & Retailer data, personal industry knowledge, state and trade associations, trade publications, and government agencies, to identify these accounts, to increase our penetration of the total market.
  • In conjunction with the National Key Account Manager and Brand Marketing Managers create both strategic and tactical plans that will improve our sales and merchandising penetration. Implement these new marketing and sales strategies and programs to all assigned direct and chain accounts.
  • Achieve product sales, distribution, merchandising, adequate inventory levels and product quality objectives while staying within assigned promotional budget.   Set annual volume targets for assigned chain workload and be able to recommend strategies to capitalize on volume growth opportunities.
  • Ensure appropriate product rotation and/or promotion to minimize returned goods at all chain and direct accounts. When outdated / damaged products exists, process product destruction with appropriate state and federal agencies.
  • Effectively and efficiently communicate industry and competitive activity to the Sales Management team and recommend strategic and tactical response to these new situations.
  • When necessary, train and develop sales merchandisers, sales representatives to support sales, merchandising, and price point communications needs. Communicate all planning and administrative responsibilities in a timely manner to appropriate personnel. 
    Qualifications & Experience
  • BA degree in Business (Concentration in Marketing or Sales preferred). 
  • Minimum of 5 to 7 years of direct sales related managerial experience.  With key focus on "Business to Business" sales experience.
  • Fluency in English.  Proficient in MS office (Excel, Word, Outlook, & PowerPoint). 
    Enjoy a competitive salary commensurate with the experience and responsibility requirements.
    Excellent employee environment with a competitive benefits package including:

  • Bonus 
  • Annual Merit Increase 
  • Company Vehicle 
  • Healthcare 
  • Dental 
  • Paid Time Off 
  • 401k Plan + Company Contributions 
  • Life Insurance 
  • Disability
  • Tuition Assistance

Nearest Major Market: Richmond

Job Segment: Account Manager, Merchandising, Outside Sales, Sales Consultant, Business Development, Sales, Retail