Job Title: Wholesale Account Manager
Reports To: CEO
Job Classification: Full-time (40 hours/week), Hourly, Non-Exempt
Location: Vancouver, WA
Work Arrangement: Onsite
Workdays: Monday-Friday
Work Hours: 7:00 am-6:00 pm (Flexible)
Direct Reports: Wholesale Account Team
Position Summary
The Wholesale Account Manager owns the growth of Seeking Health's wholesale channel and the health of every relationship in it. The primary focus is growth through relationships: expanding revenue from the existing customer base, winning new accounts, and building partnerships that turn buyers into customers for life. The Wholesale Account Manager also oversees a small wholesale department and ensures the team reads, understands, and complies with contract terms, pricing policy, and account requirements. This is a single onsite position posted at both of our locations, Bellingham, WA and Waynesboro, TN. We will hire in whichever location produces the strongest candidate.
Brick-and-mortar retail is a channel Seeking Health does not serve today, and opening it is a key strategic goal for this role. We are looking for someone who already has established, active relationships with retail buyers, distributors, or brokers, and who can put those relationships to work scaling our brand into that unserved channel from a standing start.
Role and Responsibilities
Account Growth and Relationship Management (primary focus)
- Own wholesale channel growth and deliver against annual revenue and retention targets set in partnership with the CEO.
- Build durable relationships across all designated account tiers, maintaining a consistent cadence of proactive touches and order follow-up. The goal is customers for life, not one-time orders.
- Grow revenue within the existing base through additional SKUs, additional locations, larger orders, and increased order frequency.
- Serve as a trusted advisor on product selection, formulation, and merchandising rather than acting as an order taker, and maintain expert knowledge of Seeking Health product lines.
- Monitor account health, including order frequency, average order value, and lapsed accounts; intervene early when an account is at risk and resolve issues quickly.
- Gather and relay customer feedback to inform product, packaging, and program decisions.
Business Development and Retail Expansion
- Prospect, qualify, and close new wholesale accounts; maintain a qualified pipeline with current CRM records and accurate forecasting.
- Prepare and deliver persuasive pitches, proposals, and product presentations, and negotiate pricing, terms, minimums, and promotional support within approved margin guidelines; escalate exceptions to the CEO.
- Complete due diligence on new account applications accurately and efficiently, keep account documentation current, and onboard new accounts so the first ninety days set up a lasting relationship.
- Open the brick-and-mortar retail channel from the ground up, leading with existing buyer, distributor, and broker relationships to secure Seeking Health's first retail placements. Build and execute a phased plan that prioritizes target retailers such as independent health food and supplement stores, pharmacies, practitioner and clinic accounts, co-ops, and regional chains, and that scales from first doors to sustained distribution.
- Partner with Marketing on retailer-facing tools including line sheets, sell sheets, training materials, and merchandising recommendations. Once retail accounts are established, drive sell-through as well as sell-in.
- Network actively, represent Seeking Health at trade events and buyer showcases, and keep abreast of trends, competitor activity, and pricing in the field.
Team Leadership and Operations
- Lead, coach, and develop a small wholesale department: set priorities and clear performance expectations, hold regular one-on-ones, model a relationship-first approach, and build department capacity for a growing account base.
- Read, understand, and train the department on contract terms, pricing policy, and account requirements; enforce pricing and contract compliance and address violations promptly.
- Manage the approval process for pending orders and place orders received through the CRM system.
- Generate and analyze reports covering revenue by account and tier, retention and reorder rates, and pipeline, and act on what they show.
- Prepare and present results, forecasts, and channel strategy to the CEO regularly, and draft and deliver department presentations to the company when assigned.
- Manage the wholesale account annual audit process and keep accurate records for other department leaders and office support team members.
- Partner with Operations, Fulfillment, and Marketing on forecasting, inventory availability, and on-time delivery, and maintain efficient and respectful communication with all departments.
- Adhere to Seeking Health's Core Values and to other duties as assigned.
Qualifications, Requirements, and Preferences
- 7+ years of experience in wholesale account management, business development, or B2B sales.
- Established, active relationships with buyers, distributors, or brokers in the brick-and-mortar retail space, and a demonstrated ability to convert those relationships into shelf placement for a brand that is new to the channel.
- Demonstrated success both growing revenue within an existing account base and retaining accounts over the long term.
- Demonstrated success prospecting and closing new business against measurable targets.
- Experience managing, coaching, and developing direct reports.
- Ability to read, review, and understand contracts, pricing terms, and account agreements.
- Genuine relationship-building instincts: curious about customers' businesses and motivated by their success, not just by the order.
- Highly motivated and self-directed, with excellent business development skills across prospecting, qualifying, pitching, negotiating, and closing.
- Excellent verbal and written communication, including confident presentation to buyers, in person or remotely, and a working understanding of wholesale pricing, margin structure, and terms.
- Proficient with CRM and office software, quick to learn new systems, and comfortable building and acting on sales reports.
- Excellent organizational skills and attention to detail, with the ability to meet deadlines and work independently.
- Passionate about customer care and about health and helping others, and willing to give and receive constructive feedback.
- Experience in the dietary supplement, nutraceutical, natural products, or health and wellness industry.
- Working knowledge of distributor and broker models, retailer onboarding requirements, and retail margin, slotting, and promotional expectations.
- Experience administering minimum advertised price (MAP) policy, managing channel conflict, and building sales collateral and customer training materials.
Performance Measures
Success in this role is measured by wholesale revenue growth against target; account retention, reorder rate, and average order value across the existing base; new accounts opened and pipeline conversion rate; first retail doors opened and progress against the brick-and-mortar retail plan; and the growth and development of the wholesale team.
Compensation and Benefits
Hourly wage range: $32.00 - $48.00 per hour, which is approximately $66,500 - $99,800 per year at 40 hours per week. Placement within the range depends on relevant experience, demonstrated results, and work location.
In addition to base salary, this position is eligible for an annual performance-based incentive
Benefits offered with this position include:
- Medical, dental, and vision insurance, with Seeking Health contributing 100% of the employee premium
- 401(k) retirement plan with a company match of up to 6%
- Paid time off, paid holidays, and paid sick leave
- Employee product discount
- Life and/or disability insurance, and many other benefits offered
