Retail Account Manager

Enterprise Retail Account ManagerAbout HomeRoots

HomeRoots is disrupting B2B wholesale of Furniture & Home Decor by leveraging our AI-based platform. Our manufacturers and distributors from all over the world rely on HomeRoots to penetrate and/or expand their market share in the North American retail market. Role summary

The Enterprise Retail Account Manager owns HomeRoots' relationship with our retail partners and grows revenue with each of them. You are the intermediary contact between your buyers and the suppliers. You are the buying team's main contact, you understand how their portal and operations work, including feeds, expectations, and scorecards. You search for, spot, and close opportunities to sell more.

This is a semi-technical role with a sales edge. You won't write code, but you will be comfortable with item setup, data feeds, spreadsheets and portal reports, and you'll work closely with our tech and operations teams to fix issues fast.

Key responsibilities

Account management

• Own a portfolio of enterprise retail accounts as the day-to-day contact for buyers, category managers and support teams.
• Run regular business reviews: sales, returns, in-stock rates, late shipments and scorecard results, with a clear action plan for each account.
• Protect account health: resolve escalations, chargebacks and deductions, and keep performance metrics above each retailer's thresholds.

Growth and sales

• Grow revenue per account by expanding assortment, winning new categories, participating in promotions, sponsored placements, and seasonal events.
• Prepare pitches, line reviews and proposals; negotiate terms, pricing and programs.
• Hit quarterly revenue and margin targets per account.

Semi-technical work

• Understand each retailer's item setup, catalog feed, inventory and order integration well enough to diagnose problems and brief the tech team.
• Work in retailer vendor portals to read reports, manage listings, track errors and pull performance data.
• Use spreadsheets and dashboards to analyze sales, pricing and catalog data and find opportunities.
• Coordinate onboarding of new SKUs and categories with the catalog, operations and tech teams.

Internal collaboration

• Be the voice of the retailer inside HomeRoots: share feedback and priorities with operations, catalog, accounting and leadership.
• Keep the CRM and account plans up to date.

Requirements and qualifications

Must have

• 5+ years in key account management, vendor management, or B2B sales with enterprise retailers or marketplaces.
• Track record of growing revenue within existing accounts and winning new ones.
• Hands-on experience with retailer vendor portals and dropship programs (e.g., Wayfair, Home Depot, Target Plus, Walmart, Amazon).
• Working technical literacy: product data and item setup, catalog feeds, EDI or API integrations, order and inventory flows.
• Strong Excel or Google Sheets skills (pivot tables, lookups); comfortable with dashboards and reports.
• Excellent communication and presentation skills; confident in calls and in meetings with buyers and senior stakeholders.
• Good command of AI Tools such as Claude.ai, ChatGPT, or Gemini.

Nice to have

• Home furnishings, furniture or décor industry experience.
• Familiarity with retail scorecards, chargebacks and deduction disputes.
• Experience with CRM and project management tools.

Traits

• Relationship builder who is also commercially driven: asks for the order.
• Own problems end to end and follow until they are fixed.
• Organized enough to juggle many accounts, deadlines and details at once.

Reporting, location and how to apply

• Reports to: CMO.
• Location: In Person/Hybrid - Fairfield NJ Min in office 3 days week
• Works closely with operations and orders, catalog and merchandising, tech, accounting.
• To apply: send your resume and a short note on a retail account you grew, by how much and how.