Retail Account Manager

Retail Account Manager

Retail Account Manager

Department: Sales & Business Development

Location: Orem, Utah

On-Site: Hybrid

Base Salary: $75,000 – $95,000 (based on experience)

What We Are Looking For

We are looking for a strategic, relationship-driven Retail Channel Account Manager who thrives at the intersection of sales strategy and hands-on execution. This is a role for someone who understands how to navigate the full complexity of CPG retail — from pitching buyers and managing relationships to owning trade spend, driving shelf velocity, and protecting brand integrity across every account. You know how to build trust with retail partners, move quickly in a fast-paced environment, and bring the discipline and follow-through that turns a placement into a long-term, growing business. If you are energized by the challenge of scaling a mission-driven brand across national and regional retail channels, this role is for you.

What You'll Do

Retail Partner & Broker Management

• Serve as the primary point of contact for retail brokers, distributor partners, and national and regional retail chain buyers.
• Build and manage broker relationships across grocery, mass, natural, and specialty retail channels — providing training, tools, and brand direction to ensure consistent, high-quality execution in the field.
• Partner with external sales reps and brokers on promotional planning, new item presentations, sell-sheets, and in-store retail execution priorities.
• Hold broker partners accountable to performance targets, providing clear feedback and strategic direction to drive velocity growth across all accounts.

Account Growth & Relationship Management

• Own day-to-day communication and relationship management with key retail accounts — driving sell-in, optimizing assortment, and improving shelf presence and positioning.
• Develop and deliver compelling presentations for line reviews, buyer meetings, and quarterly business reviews (QBRs) that tell a clear story of brand performance and growth opportunity.
• Monitor retailer performance, sales trends, competitive activity, and shelf conditions to identify risks and opportunities and inform strategic decisions.
• Coordinate closely with operations, supply chain, and logistics to ensure inventory availability, on-time shipments, and compliance with retailer routing and labeling requirements.

New Business Development

• Identify and pursue distribution expansion opportunities within existing accounts — new SKUs, new categories, and improved shelf placement.
• Develop new account pitches and market entry strategies in partnership with the sales and marketing teams.
• Collaborate with the marketing team on trade promotions, in-store marketing activations, co-branded campaigns, and shopper marketing initiatives that drive trial and repeat purchase.
• Represent Just Ingredients at trade shows, industry events, and buyer meetings to build brand awareness, deepen relationships, and identify new partnership opportunities.

Planning, Reporting & Forecasting

• Own sales forecasting and performance tracking by account and region, maintaining accuracy and flagging risks to leadership in a timely manner.
• Analyze broker and retail channel performance data to identify trends, evaluate promotional ROI, and inform trade spending strategy.
• Partner with Finance and Operations to manage trade promotional budgets, reconcile deductions, and align demand forecasts across accounts.
• Deliver regular performance updates, insights, and strategic recommendations to leadership with clarity and confidence.

What We Offer

• Competitive salary based on experience
• Medical, Dental, Life Insurance
• 401K with company matching
• 4 weeks accrued PTO
• Employee discounts
• Fast-paced environment
• Purposeful mission for health and wellness

Qualifications

What You'll Bring

• 3-5 years of experience in retail account management, broker partnerships, or CPG sales — natural, organic, supplement, or wellness experience strongly preferred.
• Proven track record of growing national and regional retail accounts across multiple channels, including grocery, mass, natural, and specialty.
• Experience managing broker networks with a track record of holding partners accountable and driving execution at the store level.
• Confident in leading buyer meetings, line reviews, and QBRs — able to build a compelling story from data and deliver it with conviction.
• Working knowledge of deductions management, chargebacks, trade spend optimization, and retailer compliance requirements.
• Strong analytical skills — comfortable working with POS data, Nielsen/SPINS syndicated data, and internal sales reporting to drive insight-based decisions.
• Excellent communication, presentation, and negotiation skills with the ability to influence both internal and external stakeholders.
• Highly organized and self-directed — able to manage multiple accounts, promotions, and timelines simultaneously without losing focus or follow-through.
• Cross-functional collaborator who works naturally with marketing, operations, finance, and supply chain to ensure seamless execution.
• Genuine passion for health, wellness, and the supplement industry — connected to the mission, not just the job.

What Success Looks Like

• Increased placement, velocity, and shelf presence across key national and regional retail accounts.
• Strong, trust-based relationships with brokers and retail partners that produce consistent execution and long-term growth.
• Clean forecasting, trade budget management, and deduction reconciliation with no surprises to Finance or leadership.
• Smooth, on-time coordination between internal teams and retail partners across new launches and promotional periods.
• High-impact product launches and effective promotional execution that drives measurable lift at the store level.