Senior Account Manager

The Senior Account Manager is a key role on the New York sales team, responsible for owning and growing relationships with high-priority accounts, driving revenue growth, and supporting field execution across New York. This role is highly field-focused, expect to spend 50-70% of your time on the road actively engaging with key accounts and closing new business.

You'll be a trusted advisor to retailers, ensuring we are well-positioned to win. Success in this role demands a balance of strategic thinking, hands-on execution, and relationship-driven selling.

Responsibilities & Core Behaviours for Success:

• Builds and maintains strong relationships with internal stakeholders, field teams, and external retail partners to drive sustainable revenue growth.
• Approaches challenges with humility, discipline, and courage to establish trust and secure buy-in.
• Obsessively detail-oriented and dependable, ensuring external commitments are always met on time and to the highest standard
• Leverages both quantitative and qualitative insights to set effective KPIs, sales goals, and account-level strategies.
• Demonstrates resilience in the face of rejection, setbacks, and shifting priorities - inspires others to bounce back quickly and stay focused.
• Communicates clearly and persuasively up, down, and across the organization.
• Embodies and amplifies companies culture and values, promoting collaboration and accountability.
• Maintains a growth mindset and embraces hard work, teamwork, and mutual care for the business and one another.
• Is reachable, responsive, and reliable - consistently where and when needed to support business priorities.
• Own relationships with assigned high-priority/key accounts, serving as the primary point of contact.
• Collaborate with retail partners to identify growth opportunities and recommend portfolio solutions tailored to their business needs.
• Advocate for placement, staff engagement, and event opportunities that maximize sell-through with key retail partners
• Spend significant time in the field ("road warrior" expectations):
• Partner with and mentor Field Representatives to improve selling effectiveness, close new business, and strengthen account planning/ execution.
• Analyze sales data to spot portfolio gaps and performance dips.
• Develop actionable insights for field reps to drive targeted growth.
• Support the Sales Director in closing high-value opportunities and advancing strategic accounts.

Indicators of Success:

• Top-Line Revenue Growth to achieve quarter-over-quarter sales growth through:
  • Effective lead conversion
  • New SKU distribution
  • Expanding portfolio penetration within assigned accounts
• Customer Acquisition: Month-over-month growth of % active customers vs. total open retailers.
• Portfolio Penetration: Drive increases in % of SKUs sold per customer relative to the total available portfolio.
• Retailer Trust & Satisfaction: Measured by feedback and repeat business, maintaining a reputation as the most responsive and professional partner

Education & Experience:

• 3+ years of field sales experience in cannabis, alcohol, or CPG required.
• Proven success driving revenue growth and building relationships with key accounts.
• Strong financial acumen and ability to interpret sales data (sell-in, sell-through, marketplace) to drive action.
• Comfortable being a road warrior and must thrive in a highly field-driven role.
• Excellent communication and presentation skills, capable of influencing at all levels.