National Account Manager, Digital Commerce

*This position can be in Salt Lake City, Utah or Chicago, Illinois. This is a hybrid role 3 days in-office, 2 days remote.*

As the National Account Manager of Digital Commerce at tru fru, you will develop and lead our Pure Play and Social Commerce business. You will own strategy, execution, and financial performance across key digital platforms including Amazon, Thrive Market, TikTok Shop, and emerging partners. This role operates as the account management strategist of the digital commerce channel with full ownership of the DCOM P&L, demand forecasting, and customer relationships. You will serve as a key cross-functional connector between Sales, Marketing, Finance, Supply Chain, and Content teams while acting as the internal voice of digital commerce to influence product innovation, portfolio strategy, and enterprise decision-making.

What you'll do

• Own the DCOM P&L including revenue, trade, and profitability, and develop financial guardrails to balance growth, margin, and brand equity.
• Define and execute the Pure Play and Social Commerce strategy across all platforms, ensuring alignment between digital, omnichannel, and ODD strategies to create a cohesive consumer experience.
• Own relationships with key customers including Amazon, TikTok Shop, and Thrive Market, and lead day-to-day engagement with customers, brokers, and cross-functional stakeholders.
• Actively manage and negotiate customer levers including pricing and trade terms, accruals, rebates, markdowns, shortages, and chargebacks.
• Lead demand forecasting across Pure Play and Social Commerce channels, delivering accurate monthly, quarterly, and annual forecasts in partnership with Finance, Demand Planning, and Supply Chain.
• Develop and execute best-in-class PDP, SEO, and content strategies, continuously optimizing search visibility, ratings and reviews, and conversion performance.
• Lead Pure Play and Social Commerce retail media strategy across Sponsored Products, Brands, and Display, defining ROI frameworks and driving new-to-brand customer acquisition and lifetime value.
• Own execution of digital tentpole events and promotions including Prime events and Best Deals, and manage programs like Subscribe & Save with full operational readiness and post-event analysis.
• Leverage tools like Pacvue and Profitero to monitor the competitive landscape across pricing, assortment, promotions, and share of voice, translating data into actionable strategic recommendations.
• Serve as the sales voice in DCOM product development, partnering with Marketing to shape eCommerce-first pack sizes, bundles, and channel-specific portfolio strategies.
• Identify and unlock new growth opportunities across emerging channels and formats, and influence enterprise decisions on online pricing, promotion, and channel strategy.

What you'll bring to tru fru

You are...

• A highly analytical, entrepreneurial leader who can build, scale, and continuously evolve digital commerce capabilities.
• A data-driven decision maker who translates insights into action with confidence and clarity.
• An exceptional cross-functional leader and influencer who aligns diverse teams around shared goals.
• A clear and compelling communicator, comfortable presenting to executive audiences with organized, data-backed narratives.
• Proactive, adaptable, and energized by fast-paced environments with ambiguity and high ownership.
• A strong business operator with deep CPG acumen and comfort managing trade-offs across investment levers.

You have...

• Bachelor's degree in Business or a related field.
• 5+ years of CPG experience with 2+ years in eCommerce.
• Demonstrated ownership of a digital commerce P&L including media, trade investment, pricing structures, and impact of discounting.
• Account management experience with Pure Play customers such as Amazon, Amazon Fresh, and Thrive Market.
• Proven ability to scale digital businesses and build capabilities within a growing organization.
• High financial acumen with strong command of business math, trade management, and CPG P&L dynamics.
• Advanced proficiency in Excel and PowerPoint.
• Ability to travel 25% of the time.

Certain states and localities require employers to post a reasonable estimate of salary range. Actual salary will be based on a variety of factors, including location, experience, skill set, performance, licensure and certification, and business needs. The range for this position in other geographic locations may differ.