National Account Manager – Specialty & Natural Channel

Key Responsibilities

• Drive measurable and significant year-over-year territory growth by expanding distribution, increasing velocity at existing doors, securing incremental shelf space, and identifying whitespace opportunities across the Specialty and Natural channel portfolio.
• Own the full P&L and commercial relationships for The Vitamin Shoppe, Whole Foods Market, Sprouts Farmers Market, and emerging specialty wellness retail accounts, driving revenue growth, distribution expansion, and share of shelf.
• Develop and execute joint business plans with each retail partner, including annual planning, promotional strategy, innovation pipeline presentations, and category reviews.
• Build and maintain strong, trust-based relationships with buyers, category managers, and key decision-makers at each account, earning credibility through category expertise and consistent follow-through.
• Leverage natural channel expertise to drive distribution and velocity through UNFI and KeHE, coordinating with distributor reps and retail account teams to execute programming effectively.
• Lead ingredient-forward, scientifically grounded selling conversations at specialty accounts, positioning Force Factor's product platforms against competitive supplement brands with confidence and depth.
• Identify and pursue new distribution opportunities within the specialty wellness space, including premium fitness retail, wellness concept stores, and new-format health retailers that align with Force Factor's brand positioning.
• Develop compelling, consumer-insight-driven selling stories that connect Force Factor's portfolio to the shared profile of the natural and specialty shopper and adapt that narrative effectively for each account's unique buyer priorities.
• Partner cross-functionally with marketing, finance, and operations to ensure accounts are fully supported and business plans are executed with excellence.
• Monitor and analyze account-level sales data, SPINS reporting, and distributor data to identify trends, close gaps, and capitalize on growth opportunities.
• Represent Force Factor at trade shows, customer meetings, and industry events as needed.

Required Qualifications

• Bachelor's degree from an accredited 4-year college or university required; a degree in Business, Sales, Marketing, or a related field is preferred.
• 4–7 years of national account management experience in CPG, with a strong and demonstrable track record of driving growth in the natural and/or specialty channel.
• Experience in vitamins, supplements, or health and wellness is strongly preferred.
• Direct experience managing natural channel accounts, Whole Foods, Sprouts, or comparable premium grocery stores is required.
• Familiarity with UNFI and KeHE distributor management is essential.
• Specialty supplement retail experience, particularly The Vitamin Shoppe, is a significant differentiator.
• Candidates who can credibly discuss ingredient science, formulation strategy, and clinical differentiation in a buyer conversation will stand out.
• Genuine fluency in the supplement enthusiast consumer, someone who understands the category from the inside out and can position Force Factor's platforms with authority against established supplement brands.
• Strong analytical skills with the ability to synthesize SPINS, POS, and distributor data into clear insights and compelling selling narratives.
• Demonstrated ability to develop strategic joint business plans and present persuasively to buyers and senior retail decision-makers across different account types.
• Exceptional written and verbal communication skills, with the ability to tailor messaging effectively for natural grocery buyers, specialty supplement buyers, distributor partners, and internal stakeholders.
• Highly organized and capable of managing a multi-account portfolio with competing deadlines and priorities while maintaining accuracy and attention to detail.
• Entrepreneurial, ownership-oriented mindset, someone who operates with urgency, takes initiative, and holds themselves accountable for results without needing to be managed closely.
• Comfortable working independently while staying tightly connected to internal teams and maintaining a high travel cadence to accounts and headquarters.
• Detail-oriented, driven, and competitive, with an insatiable desire to win.