Strategic Customer Account Manager – Disney Partnership | Orlando, FL | arenaflex

About arenaflex

arenaflex is a family-owned, independent bottling organization and one of the most respected privately-held beverage partners in the United States. Operating with the agility of a boutique enterprise and the reach of a national powerhouse, arenaflex manufactures, markets, sells, and distributes an expansive portfolio of more than 600 products, featuring world-class brands from The Coca-Cola Company alongside strategic partners such as Monster Beverage Corporation and BODYARMOR. Our commitment to excellence has earned arenaflex recognition as a 2023 US Best Managed Company by Deloitte Private and The Wall Street Journal — a distinction that celebrates our strength in strategy, execution, corporate culture, and financial performance.

Headquartered in the heart of Florida, arenaflex is proud to be the trusted beverage partner behind some of the most iconic hospitality and entertainment destinations in the world — including the legendary Disney accounts that define the gold standard of guest experience. Joining arenaflex means becoming part of a culture that prizes integrity, innovation, and enduring relationships. We believe in empowering our associates with the tools, training, and trust they need to build extraordinary careers, while contributing to the success of the world's most beloved brands.

The Opportunity

arenaflex is actively seeking a driven, strategic, and customer-obsessed Strategic Customer Account Manager – Disney Partnership to join our Commercial Leadership team. Based out of our state-of-the-art Orlando area facility, this high-impact role will be the primary commercial owner for our Disney account — one of the most prestigious and dynamic partnerships in the global hospitality and entertainment industry.

As the face of arenaflex to the Disney organization, you will be entrusted with identifying, developing, and maximizing every opportunity to grow profitable sales, deepen strategic alignment, and elevate the partnership. This is more than an account management role — it is a chance to influence how millions of guests experience one of the most beloved brands on the planet, every single day.

Key Responsibilities

As the Strategic Customer Account Manager, you will own the end-to-end commercial relationship with the Disney account. Your core responsibilities will include, but are not limited to:

• Strategic Business Planning: Develop and execute a customized annual business plan that addresses the critical needs of the Disney account while delivering arenaflex's budgeted profit and volume targets.
• Price and Package Architecture: Collaborate cross-functionally with the customer and internal channel teams to design a yearly price/package plan that generates mutual success and sustainable growth for both arenaflex and the Disney partnership.
• Cross-Functional Collaboration: Partner with internal stakeholders including PGM, Marketing, and Finance to develop programming that accelerates incremental business and consistently exceeds program objectives.
• Promotional Analysis & Optimization: Conduct thorough post-promotional analyses to measure the success of every activation, leveraging insights to refine the price/package strategy and drive continuous improvement.
• Marketing Strategy Implementation: Sell in and execute local, regional, and national marketing strategies that align with both arenaflex's brand priorities and Disney's guest experience standards.
• Subject Matter Expertise: Serve as the resident expert on the Disney account, maintaining weekly communication with frontline sales management to align on promotional plans, display commitments, and key performance metrics.
• Category Management Partnership: Work closely with Category Management to extract meaningful market and customer insights, transforming data into specific, actionable initiatives that positively influence buying patterns and category leadership.
• Contract Negotiation: Lead negotiations for new business opportunities and skillfully renegotiate existing contracts to ensure mutually beneficial, long-term partnerships.
• Forecasting & Risk Mitigation: Manage customer and channel forecasts with precision, ensuring alignment with evolving business trends while proactively mitigating the risk of product supply issues.
• Relationship Stewardship: Build enduring, trust-based relationships that penetrate multiple levels of the Disney organization, grounded in the core values of integrity, transparency, and mutual respect that define arenaflex's culture.

Essential Qualifications

To be considered for this role, candidates must meet the following requirements:

• Education: Bachelor's degree in Business, Marketing, Finance, or a related discipline from an accredited institution.
• Industry Experience: A minimum of 5 years of progressive experience in the consumer goods industry, with a demonstrated track record of success in account management or sales.
• Key Account Management: Proven experience managing multiple key accounts simultaneously, with a clear history of driving revenue growth and customer satisfaction.
• Data Fluency: Hands-on experience working with Nielsen and other syndicated data sources to inform strategy and measure performance.
• Business Planning Expertise: Demonstrated success in developing and executing annual business plans, price/package architectures, and promotional strategies for retail or on-premise customers.
• Adaptability: A change agent mindset — someone who thrives in a fast-paced, ever-evolving environment and embraces ambiguity as an opportunity to lead.
• Selling Methodologies: Formal training and applied experience in Strategic Selling, Conceptual Selling, and modern Account Management practices.
• Industry Knowledge: Deep familiarity with the consumer goods and beverage industries, including competitive dynamics, channel structures, and emerging trends.
• Customer Centricity: An unwavering commitment to understanding and anticipating customer needs, translating insights into differentiated value.
• Language Skills: Bilingual capabilities are strongly preferred, reflecting the diverse guest and stakeholder landscape of our Disney partnership.
• Negotiation & Influence: Demonstrated ability to influence, persuade, and negotiate effectively with senior retail and hospitality stakeholders.

Preferred Qualifications

Beyond the essentials, the following qualifications will help you stand out as a top candidate:

• Communication Excellence: Strong, well-rounded communication skills — including active listening, articulate speaking, polished writing, and strategic inquiry.
• Category Management Experience: Previous experience within category management is highly desired, particularly in roles that bridge insights and execution.
• Advanced Negotiation & Analytical Skills: A sophisticated blend of negotiation prowess, collaborative spirit, and data-driven analytical capability.
• Channel-Specific Experience: Prior experience in Food Service on Premise (FSOP), Direct Store Delivery (DSD), and/or the beverage category is strongly preferred and will accelerate your impact in the role.

Skills and Competencies for Success

At arenaflex, we believe that great account managers are made, not born. The successful candidate will demonstrate mastery in the following areas:

• Strategic thinking and business acumen
• Sales planning, forecasting, and revenue growth strategy
• Contract negotiation and risk management
• Promotional program design and execution
• Channel management and category leadership
• Marketing strategy alignment and brand stewardship
• Metrics-driven goal setting and performance accountability
• Team collaboration and leadership in matrixed environments
• Customer/client research and insight generation
• Multilingual communication and cultural fluency
• Customer relations and service excellence
• CAD/CAM systems literacy and technology adoption

Career Growth and Learning Opportunities

Joining arenaflex means joining a company that invests in its people. We are deeply committed to the professional and personal development of every associate. In this role, you will benefit from:

• Tuition reimbursement for continued education and advanced degrees
• Comprehensive leadership development programs and mentorship opportunities
• Cross-functional exposure to Marketing, Finance, Category Management, and PGM
• A clear pathway for advancement within our Commercial Leadership career family
• Access to industry-leading training in negotiation, account strategy, and consumer insights
• Employee Assistance Programs (EAP) to support your well-being and personal growth

Work Environment and Company Culture

arenaflex is more than a workplace — it is a community. Our culture is anchored in four pillars: strategy, execution, corporate culture, and financial performance. We pride ourselves on fostering an environment where:

• Integrity and trust form the foundation of every relationship
• Innovation is encouraged and celebrated at every level
• Diversity, equity, and inclusion are non-negotiable commitments
• Collaboration across teams is the norm, not the exception
• Recognition is frequent, meaningful, and tied to impact

Our Orlando area facility is a modern, dynamic hub that serves as the operational and strategic heart of our Disney partnership. You'll work alongside passionate professionals who care deeply about delivering excellence to one of the most demanding and rewarding customers in the world.

Compensation and Benefits

arenaflex offers a comprehensive Total Rewards Program designed to support the whole you. Eligible full-time associates enjoy:

• Total Wellness Programs: Robust health, dental, and vision insurance plans
• Retirement Security: 401(k) program with a healthy company match
• Life Insurance: Supplemental life insurance options for added peace of mind
• Generous Time Off: Three weeks of vacation pay and 11 company-paid holidays
• Tuition Reimbursement: Invest in your continued learning and growth
• Employee Assistance Programs (EAP): Confidential support for life's challenges
• Competitive Compensation: Salary package commensurate with experience and impact

Equal Employment Opportunity

arenaflex is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, veteran status, disability, or any other characteristic protected by federal, state, or local law.

How to Apply

If you are a strategic, relationship-driven sales professional with a passion for the consumer goods and beverage industry, and you are ready to make a lasting impact on one of the most iconic partnerships in the world, we want to hear from you. This is your opportunity to join a company that is recognized as one of the best-managed in America, working with a brand that defines family entertainment for generations.

Bring your experience, your energy, and your vision to arenaflex. Help us write the next chapter of a partnership that delights millions of guests every single day. Apply today and let's build something extraordinary together.