Senior Account Manager

About the role

Million Dollar Baby Co. is a family-owned company founded in 1990, specializing in children’s furnishings with seven distinct brands known for eco-conscious designs and sustainable practices. The company is recognized for its commitment to quality, innovation, and positive workplace culture, earning multiple accolades including "Best Place to Work" and being listed among the Inc. 5000 Fastest Growing Companies.

Responsibilities

• Drive growth of Million Dollar Baby Co.’s mass retailer programs, particularly with key partners like Amazon and Target.
• Support the Director of Business Development in onboarding and growing new mass retail partners, serving as the operational lead for day-to-day account management.
• Develop and execute innovative sales strategies to maximize revenue opportunities and ensure products are exposed and deliver exceptional on-site experiences.
• Manage all aspects of assigned categories and accounts, including building/maintaining a “First Call” partnership, identifying growth opportunities, and analyzing sales trends.
• Champion a “WOW” customer experience at every touchpoint to promote lasting partnerships and sustained revenue growth.
• Learn and understand the brands’ stories, value propositions, differentiation points, and customer segments.
• Partner with the Director of Business Development to onboard new retail accounts from contract through first Purchase Order (PO), including portal setup, item setup coordination, and buyer relationship management.
• Serve as the primary day-to-day contact for new retail partners post-activation, managing inbound buyer requests, compliance requirements, and issue escalation.
• Escalate decisions and issues with options, pros & cons, and proposed solutions.
• Support and execute promotional and marketing strategies to grow retailer-to-consumer reach, engagement, and conversion to meet sales targets.
• Manage regular calls/meetings with Buyers, Planners, and Marketing POCs to plan and execute on MDB and retailer KPIs.
• Perform data analysis to understand demand planning and order management for Target and new accounts.
• Analyze performance metrics for campaigns and brand sales, making recommendations based on findings and presenting results to different cross-functional teams.
• Analyze and monitor the competitive landscape, staying up to date on industry trends and insights to ensure we remain competitive with our digital marketing efforts.
• Understand Sales Team OKRs and actively track and develop ways to improve and exceed performance.
• Perform daily data analysis to make decisions and present sales trends to Sales Managers.
• Loves to build relationships, create sales strategies, and execute to get things done.

Requirements

• 4+ years of proven relevant experience in e-Commerce Account Management or related field.
• Bachelor's degree from a 4-year university preferred.
• Excellent knowledge of MS Excel, analytical background, presentation, and negotiation skills.
• Experience conducting and analyzing wholesale gross profit margins and sales reports.
• Known as a go-to, trusted resource in own area of expertise.
• Ability to perform data analysis to make decisions and present a POV.
• Exhibits full ownership over tasks, anticipating failure points and escalating follow-ups to get things done.
• Demonstrated ability to operate in ambiguity—comfortable building processes where none exist, not just executing against established playbooks.

Qualifications

• Experience with Amazon and Target vendor portals.
• Experience with Amazon Seller Central, Target+.
• Experience onboarding new retail accounts or launching net-new vendor programs.

Skills

• Strong communication and relationship-building skills.
• Proven ability to manage complex projects and prioritize tasks effectively.
• Excellent analytical and problem-solving skills.
• Ability to work independently and as part of a team.
• Knowledge of industry trends and competitor analysis.

Benefits

• 100% of your health, dental, and vision insurance premiums paid by us.
• Flexible PTO.
• Company matching 401(k).
• Vacation reimbursement and wellness and enrichment subsidy programs.
• Tuition reimbursement.
• Matching charitable donations to the nonprofit organization of your choice.
• Company-wide monthly celebrations - lunch is on us!
• Dog-friendly workplace.
• Free MDB Co. swag + generous employee discount on products.

Pay

California pay range: $95,000 - $110,000 USD