5-8 years in account management or business development within CPG or wellness sectors.
Experience with natural or specialty retail accounts, including promotions.
Strong analytical skills and proficiency in retail data tools.
Ability to coordinate across multiple departments like Finance and Marketing.
Excellent organizational skills with attention to detail.
Strong written and verbal communication skills for relationship building.
Self-starter mindset, adaptable in fast-paced environments.
Responsibilities
Manage day-to-day operations of retail accounts and coordinate with brokers.
Expand and support wholesale partnerships, identifying new opportunities.
Track channel performance and optimize to meet revenue goals.
Build and execute promotional calendars, analyzing results for improvement.
Deliver engaging marketing content and ensure compliance with regulations.
Collaborate on trade spend tracking and inventory planning with Finance and Supply Chain.
Transform data into actionable insights for account reviews and leadership.
Benefits
Medical, Dental, and Vision coverage.
Commuter Benefits.
Life & STD Insurance.
401(k) company match.
Flexible Time Off (FTO).
Equity options.
Full Job Description
The Opportunity
We're taking a science-backed brand into retail and growing our wholesale business, and we need a leader who gets energy from building relationships and turning plans into results. As our Director, Retail & Wholesale Revenue, you'll be the person who knows every account inside and out, spots problems before anyone else does, and expands the business we do with our retail and wholesale partners.
This is a rare chance to join early in the growth of a new channel. You'll help shape how we run retail from day one, building the relationships, routines and reports that everything else will rest on. You'll work side by side with senior leadership, helping to shape how our brand scales through retail and wholesale, and getting real ownership of accounts that matter to the business. Nothing here is a side project. As we grow, the scope and the opportunities will grow with you.
If you want to be close to the work, see your impact in the numbers, and build a career alongside a fast-growing company, we'd love to meet you.
What You'll Do
Run Day-to-Day Retail Account Management. Be the primary contact for our retail accounts, coordinating with our brokers where applicable. Support launch readiness and in-store and online execution, coordinating with Revenue Operations on item setup and purchase orders and with Supply Chain on inventory.
Enable and Grow Wholesale Partners. Serve as the day-to-day contact for our wholesale (including international) partners. Look for opportunities to expand distribution, assortment, and promotional presence within existing accounts, and identify, pursue and help land new wholesale partners.
Own Channel Performance. Track performance against targets, keep the reporting cadence running, and optimize the channel to meet revenue goals.
Drive Promotions and Trade Programs. Build and maintain the promotional calendar, execute promotions with accounts, in coordination with Revenue Operations on pricing and promotion setup, and track results so we learn what works and do more of it.
Deliver Engaging Marketing Content. Share high-performing content, creative, and messaging so partners can use it in their markets. Work with Marketing, Creative, Clinical and Regulatory on partner materials, labeling, and compliance needs.
Partner on Trade and Operations Details. Work with Finance and Revenue Operations on trade spend tracking, deductions, invoicing, and reconciliation. Partner with Finance and Supply Chain on account-level demand forecasting, replenishment, and inventory planning for retail and wholesale accounts.
Turn Data into Decisions. Build recurring reports on sell-through, velocity, promotional lift, and account health. Prepare materials for account reviews and give senior leadership clear, actionable recommendations.
Support Our Partnership Pilots. Help senior leadership run early partnership programs by tracking deal terms, deliverables, and results.
Who We're Looking For
5 to 8 years of experience in account management, business development, or category management at a CPG, consumer health, supplements, beauty, or wellness company.
Experience managing natural or specialty retail accounts, including promotions and trade spend.
Strong analytical skills, with comfort in spreadsheets and retail data tools.
Experience coordinating across Finance, Revenue Operations, Supply Chain, Marketing, Creative, Clinical and Regulatory.
Excellent organization and follow-through, with attention to detail on orders, pricing, and deadlines.
Clear written and verbal communication, and the ability to build strong relationships with buyers and partners.
A self-starter's mindset: comfortable building routines from scratch and adapting quickly in a fast-moving environment.
Experience working with brokers, distributors, or wholesale and international partners is a plus.
Familiarity with dietary supplements and related compliance considerations is a plus.
What Success Looks Like
In your first three months
You know each account's pricing, promotional history, calendar, and contacts.
A reliable weekly and monthly reporting routine is in place.
Launch readiness tasks are on track, with clear owners and dates.
In your first six months
Our retail launch is executed smoothly, with issues flagged and resolved quickly.
You have expanded the business we are doing with our wholesale partners through increased size and cadence of orders.
The promotional calendar and trade tracking are accurate and shared with Finance and Revenue Operations.
Partners are receiving regular content and updates, with progress tracked against targets.
In your first twelve months
You're the trusted lead for retail and wholesale, freeing senior leadership to focus on strategy and new opportunities.
Reporting and forecasting are consistent and used to make decisions.
You've helped onboard at least one additional account or partner.
