Account Manager - Sales

About the role

The Account Manager is responsible for driving customer retention and revenue growth across a portfolio of retail accounts. With relationship management as a core focus, they help develop and execute channel-specific strategies while tracking sales performance and contribution margin to evaluate effectiveness.

Key Responsibilities

• Customer Relationship Management - Build and maintain strong relationships with key retail customers, distributors, and stakeholders by serving as the primary point of contact and representing the brand as an industry-leading partner

• Manage regular communication cadences with all key retail partners

• Drive account retention and satisfaction across the full portfolio

• Represent the brand with professionalism and strategic intent in every retailer interaction

• Account Management & Expansion - Responsibly manage core growth and expansion across retail partners by executing assortment and pricing strategies aligned with the Director

• Analyze sales data, market trends, and competitive activity to inform account strategy

• Lead Line Review meetings and secure New Item distribution across your channel

• Identify and act on whitespace and expansion opportunities within existing and target accounts

• Trade Spend & Promotional Management - Manage trade budgets and promotional plans with a focus on ROI, efficiency, and profitability across all accounts

• Plan, execute, and reconcile trade spend in partnership with Finance

• Evaluate promotional performance and eliminate underperforming activity

• Maintain a forward-looking promotional calendar aligned to retailer windows

• New Item & Innovation Launches - Lead the sell-in and in-market execution of new product launches, ensuring distribution commitments are secured and all stakeholders are aligned ahead of go-live

• Secure retailer commitments for seasonal and core new item launches

• Coordinate cross-functionally on inventory readiness, compliance, and retailer portal requirements

• Monitor and report on post-launch performance across all accounts

• Merchandising & Display Planning – Work with retail partners and internal team members to maximize the profitability of in store placement – on and off shelf

• Identify and pursue brand block improvements and incremental display opportunities

• Align display and reset activity to retailer calendars and seasonal windows

• Ensure all in-store programs meet profitability standards

• Team Management - Lead and develop Sales Coordinators, defining clear responsibilities and evaluating their effectiveness

• Define roles, responsibilities, and priorities for Sales Coordinators

• Coach and develop team members through regular feedback and check-ins

• Identify gaps and build team capacity to meet evolving channel needs

• Cross-Functional Collaboration – Partner closely with Warehouse and Inventory teams to align on demand forecasts, resolve inventory issues, and ensure best-in-class shipment execution across your retail partners

• Maintain forecast alignment with the Inventory team and flag risks proactively

• Drive resolution of chargebacks and compliance issues in collaboration with relevant teams

• Act as the primary liaison between retail partners and internal teams to drive timely resolution

What are we looking for in you?

• Retail Sales Experience: 3–5+ years managing retail accounts in CPG, beauty, or consumer products; familiarity with Grocery, Drug, or Specialty channels preferred

• Analytical Mindset: Comfort with syndicated data (IRI, Nielsen, SPINS), sell-through metrics, contribution margin analysis, and trade spend ROI evaluation

• Relationship-First Approach: A proven ability to build and maintain productive, long-term partnerships with retail buyers, category managers, and distributor contacts

• Cross-Functional Fluency: Experience working closely with Finance, Supply Chain, Product Development and Marketing to align on forecasts, promotions, and product launches

• People Leadership: Experience managing, coaching, or mentoring junior team members, with the ability to delegate effectively and develop talent

• Operational Excellence: High attention to detail, strong follow-through on compliance requirements (retailer portals, OTIF, chargebacks), and comfort managing multiple accounts simultaneously

• Communication & Presentation: Ability to prepare and present compelling business reviews, line review decks, and sell-in materials to retail partners and internal stakeholders