Account Manager

GENERAL PURPOSE OF JOB

The Account Manager (Strategic Accounts) is responsible for managing and growing relationships with the company's largest and most strategic retail customers. This role serves as the primary point of contact for assigned accounts, driving revenue growth, maximizing profitability, and ensuring exceptional customer satisfaction through proactive account management and cross-functional collaboration.

The ideal candidate has experience in Consumer Packaged Goods (CPG), wholesale distribution, or retail, with a strong understanding of category management, merchandising, promotional planning, and supply chain operations. The Account Manager will develop strategic account plans, identify growth opportunities, and execute initiatives that strengthen customer partnerships while supporting the company's long-term business objectives.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Strategic Account Management

• Manage a portfolio of key national and regional retail accounts while serving as the primary customer relationship owner.
• Build trusted relationships with customer decision-makers and executive stakeholders.
• Develop strategic account plans focused on revenue growth, customer retention, and long-term partnerships.
• Conduct regular business reviews to evaluate performance, identify opportunities, and align on future initiatives.
• Understand each customer's business objectives and develop customized solutions that create mutual value.

Revenue Growth & Sales Execution

• Achieve or exceed assigned sales, profit, and growth objectives.
• Identify opportunities to expand product assortment, increase distribution, and improve market penetration.
• Develop annual business plans, promotional calendars, and sales forecasts for assigned customers.
• Lead customer negotiations related to pricing, promotional programs, contracts, and business terms.
• Monitor sales trends and proactively recommend strategies to increase revenue and profitability.

Customer Collaboration

• Serve as the customer's internal advocate by coordinating cross-functional support to ensure outstanding service.
• Partner with Category Management, Merchandising, Marketing, Supply Chain, Operations, and Customer Service to successfully execute customer initiatives.
• Coordinate product launches, promotional events, seasonal programs, and new item introductions.
• Resolve customer issues quickly while maintaining strong customer satisfaction.

Business Analysis

• Analyze sales performance, inventory levels, market trends, promotional effectiveness, and customer profitability.
• Develop customer scorecards and executive business reviews using key performance metrics.
• Utilize sales data to identify opportunities, risks, and actionable recommendations.
• Maintain accurate forecasting and pipeline reporting.

Cross-Functional Partnership

• Collaborate with internal stakeholders to ensure successful execution of customer programs.
• Work closely with Operations and Supply Chain to improve service levels and inventory performance.
• Support Finance with customer deductions, pricing, forecasting, and profitability analysis.
• Communicate customer priorities across the organization.

Market Intelligence

• Stay informed on industry trends, competitive activity, retail developments, and emerging consumer preferences.
• Share market insights that support product innovation and business strategy.
• Identify opportunities for category expansion and new customer growth.

REQUIRED EXPERIENCE

• Bachelor's degree in Business Administration, Marketing, Sales, Supply Chain, or a related field required.
• 5–8+ years of account management, sales, or customer management experience.
• Experience within Consumer Packaged Goods (CPG), wholesale distribution, retail, or related industries required.
• Experience managing large retail accounts and negotiating commercial agreements.
• Proven success growing customer relationships and exceeding sales targets.
• Experience working with retailers, distributors, or national accounts preferred.
• Strong relationship-building and customer management skills.
• Excellent communication, presentation, and negotiation abilities.
• Strategic thinking with strong business acumen.
• Ability to analyze sales data and translate insights into business recommendations.
• Financial understanding of pricing, margins, forecasting, and profitability.
• Strong organizational and project management skills.
• Ability to manage multiple priorities in a fast-paced environment.
• Proficiency with CRM systems, Microsoft Excel, PowerPoint, and ERP systems.
• Experience using syndicated data platforms (NielsenIQ, Circana/IRI, or SPINS) is a plus.

WORK SCHEDULE/HOURS

Remote - Monday through Friday 8:30AM to 5:30PM EST

PAY RANGE: $90K-$100K Annually based on experience

BENEFITS

Medical insurance; Vision insurance; Dental insurance; Health Savings Account; 401K; Paid time off; Paid parental leave