National Account Manager, US

Not all heroes wear capes — but plenty of them use toilet paper

Want to challenge yourself at a high-growth startup AND make a difference in the world? Come join the revolootion!

Funny name, serious business

We make eco-friendly products and donate 50% of our profits to provide clean water and help build toilets for the billions of people who lack proper access. So far, we’ve contributed over $13.3 million AUD (roughly $8.9 million USD) to fund sanitation projects around the globe. Basically, we’re really good at doing good. 

With hubs in Australia, the Philippines, China, the US, UK and Europe, our amazing team of 200+ work to make the biggest possible impact for people and the planet. Over the next couple of years, we’re hoping to increase our annual donation tenfold to get us closer to our dream of everyone in the world having access to clean water and sanitation services.

A bit about the role

To scale our market share globally, we have expanded from our DTC model to an ambitious multi-channel strategy that includes grocery retail and B2B. Having successfully launched at Woolworths and ALDI in Australia, Waitrose and Whole Foods in the UK, we’ve recently hit a new milestone, launching exclusively in the US at Whole Foods Market across 500 stores nationally. Our do-good, feel-good products are transforming their toilet paper aisles, which then allows us to reach new customers and broaden the awareness of our brand - which means we can donate more than ever before! 

As our National Account Manager (US), you will leverage your expertise of the US Natural Channel retail landscape and commercial acumen to oversee our partnership with Whole Foods Market and their distributor, UNFI. Your focus will be on driving sales growth, enhancing our brand visibility, and developing category leadership within our product categories. You will be responsible for driving the strategic agenda of the channel, leveraging growth initiatives to build joint business plans that deliver incremental sales and flawless in-store execution.

Reporting to our Head of Retail, you’ll proactively handle day-to-day account management and keep it all tied in a neat bow with insightful analysis and reporting. This is an exciting blend of strategic account management and business development; you’ll also prospect and land additional retail relationships to increase our market share and continue to delight our US customers at scale. 

We’re open to amazing candidates who are based anywhere in the US. As a remote-first company, our Retail team spans across the US, UK and Australia and although we’re not immune to the effects of challenging time zones, we look to solve this by committing to 4-6 hours per day of collaboration time which sees our US team aligning to PST afternoons and our Australian team diving into earlier mornings.

If you worked here this past month here are some things you might have been involved in

• You took the lead in building our FY25 Whole Foods Market sales strategy and promotional plans to set us up for success in the coming year!
• You worked closely together with our US Retail team to unlock distribution opportunities in regional accounts through UNFI.
• You’ve dived deep into the Whole Foods Market and market-wide sales data and reporting, and market trends, tracking progress against goals and finding opportunities for us to strengthen our performance and expand our presence throughout the US.
• You’ve recommended new and exciting shopper marketing initiatives, working closely with all internal and external stakeholders to execute something unseen in the traditionally mundane Toilet Paper category.
• You’ve managed the account relationship with excellence, staying in close contact with the Whole Foods Market buyers and the UNFI team.

Let’s talk about you

You’re an expert on the US Natural Retail channel

You have worked in the natural and organic product market within the US and have deep knowledge of the channel including trends, consumer preferences, competitive landscape, and regulatory requirements. You have a strong business sense and analytical skills to assess market opportunities, negotiate terms, and optimize profitability. You're able to leverage this market knowledge to develop and execute strategic plans tailored to WFM's environment. This involves identifying opportunities for product placement, promotional activities, and market positioning that align with WGAC's goals and WFM's customer base.

You’re always on the pulse to develop your tools and capabilities

You know that by fostering a culture of continuous improvement in capabilities and tools, you ensure that sales efforts remain competitive, efficient, and aligned with organizational goals. You develop and sharpen sales tools and sales messaging to enable distribution expansion. You identify gaps and areas where improvements can lead to competitive advantages. 

You know how to set viable yet ambitious goals

Goal setting is not just about achieving targets; it's a strategic process that drives performance, fosters innovation, enhances accountability, and ultimately contributes to the success of your accounts and the organization as a whole. You’re innovative by nature and have experience exploring, deploying and testing different strategies and tactics. You’re also not afraid to get a little crazy with the ideas you test out, and you can confidently scrap and iterate on ideas until you’re seeing the results you want.

You’re clear, calm and collaborative 

Your amazing people skills follow you from the sales pitch to the way you bring your peers and your partners along for the journey. You know how to foster trust and build meaningful relationships with your buyers and other key stakeholders. Your communication skills are second to none - you’re able to adapt communication styles to engage diverse audiences and convey complex information effectively while actively listening to customer needs, concerns, and objectives.

You execute flawlessly

Your amazing project management skills ensure that you flawlessly execute your initiatives from product placement on shelves to promotional campaigns and inventory management. This requires attention to detail, project management skills, and the ability to navigate complex operational processes. You’re also the owner of sales data and reporting, and you use these to report on progress against goals, opportunities, and weaknesses.

You give a crap

Do you want your work to make the world a better place? Do you want to work with other people who feel the same way? What a coincidence — us too!

Why should you work with us?

First off, as a certified B Corp™, we work to make a difference every day while maintaining the highest standards of social and environmental impact. With our most recent score of 125.5 we’re in very good company with other exceptional B Corps around the world.

We also believe that helping to make the world a better place should be rewarded accordingly – that’s why we offer competitive, market informed salaries, meaningful support towards healthcare for our team around the world, generous paid leave, tailored learning and development opportunities, and free toilet paper (yes, you read that right).

Our engagement surveys (thanks Culture Amp!) tell us that our team is really proud (98%) to work for Who Gives A Crap and, well, we couldn’t be more proud of that.

Have you made it this far?

If you’re still reading, we think there’s a strong chance you might be our kind of person. Here’s the thing, though — research suggests that 60% of women and underrepresented folks might have already talked themselves out of applying. Even if you don’t check every box above, we want to encourage you to introduce yourself. We believe a diversity of perspectives and experiences makes a team stronger — and the stronger our team, the closer we are to delivering toilets and clean water for all.