National Account Manager - Natural and Specialty

Natural And Specialty Key Account Manager

Ritual is building the most trusted brand in health, and retail is one of our most important growth levers. The Natural and Specialty Key Account Manager will own a portfolio of strategic partnerships across natural, and specialty channels with primary responsibility for Ulta Beauty, Whole Foods Market, Thrive Market, and Meijer.

This is a full-ownership role. You'll manage the commercial relationship end to end: joint business planning, forecasting, promotional execution, and shelf strategy. You'll also help shape how Ritual's sales team uses data and AI tools to work at a higher level.

Account Ownership & Growth

• Own the full commercial relationship for your accounts buyer, category, and planning levels.
• Develop and execute annual joint business plans tied to Ritual's growth objectives and each retailer's category strategy.
• Identify and close new distribution opportunities: new doors, new SKUs, new placements.
• Manage pricing, promotional planning, trade spend, and inventory with a clear eye on profitability.

Forecasting & Analytics

• Own demand forecasting for your accounts; partner with Operations and Finance to keep supply chain aligned.
• Build fluency in Numerator, Nielsen, Circana, and retailer-specific portals to track performance and surface actionable insights.
• Show up to every business review with data-backed recommendations, not just narrative.

Cross-Functional Leadership

• Lead S&OP updates and account-level business reviews; keep Marketing, Operations, and Finance informed and aligned.
• Partner with Marketing on retailer-specific programming, sampling, and in-store activation.
• Translate retailer feedback into internal actions that improve our product, packaging, and go-to-market approach.
• Use AI tools to improve how you and the broader team work reporting, competitive intelligence, account planning.
• Represent Ritual at key trade shows, retailer summits, and industry events; overnight travel up to 15%.

Who You Are

• Structured Thinker: You bring clarity to complex situations. You break challenges into manageable parts and make your reasoning transparent so others can contribute, question, and improve the work.
• Proactive Risk Identifier: You anticipate potential risks and raise them constructively. You help address issues early to prevent larger systemic impacts.
• Self Starter: Comfortable working independently, exercising sound judgment, and thriving in a fast-paced, high-growth environment with evolving priorities.
• Open Learner: You remain receptive to new tools, methods, and perspectives, continuously expanding your knowledge to improve outcomes.
• Organization & Prioritization: You have systems that keep you ahead of the work across multiple complex accounts not behind it.
• Communication & Collaboration: You communicate proactively, share context generously, and make the people around you better.
• Marketing Acumen & Commercial Curiosity : You have a genuine interest in marketing how brands grow, how consumers discover products, and how retail marketing tactics like paid search, sampling, and endcaps translate into velocity. Ritual is a marketing-led organization and this role works at that intersection every day.

What You'll Need

• 47 years of retail account management or sales experience in health, wellness, CPG, or beauty.
• Direct experience managing accounts at Ulta Beauty, Thrive Market, Meijer, Whole Foods Market, or comparable specialty/mass retailers strongly preferred.
• Demonstrated experience owning a demand forecast and collaborating cross-functionally with Operations or Supply Chain.
• Hands-on proficiency with Numerator, Nielsen, and/or Circana; ability to build and present a data-backed business case.
• Familiarity with AI tools applied to sales workflows or a clear track record of picking up new technology fast.
• Exceptional written and verbal communication skills; comfortable presenting to buyers and senior internal leadership.
• Experience with retail media platforms is a plus particularly Criteo for Ulta Beauty. Comfort activating paid search, optimizing digital shelf, and using retailer-specific marketing tools to drive trial and velocity is highly valued.
• A passion for product education and pitching you get energized by telling a brand's story, training retail teams, and building the kind of product knowledge that turns a buyer or beauty advisor into a true advocate.
• Bachelor's degree in business, marketing, or a related field preferred; equivalent experience considered.

We encourage you to apply even if you don't meet every qualification listed above. We're committed to building a diverse team and recognize that skills can be developed in many different ways.

#LI- Remote

Compensation

• Pay Range: $126,000 - $140,000
• Your base salary is one part of your total compensation package. The salary range represents the entire compensation range for this position. Exact compensation will depend on a number of factors, which may include the successful candidate's skills, level, years of experience, technical expertise, and other qualifications. Not all candidates will be eligible for the upper end of the salary range. This role is also eligible for equity + generous benefits + 401k + unlimited PTO etc - see our list of perks/benefits below.

What We Offer

Health & Wellness

• Medical, Dental, Vision, and Life Insurance
• Healthcare & Dependent Care FSA
• Mental health support via Wellness Coach and Calm Health
• Pet insurance discount
• 10 Wellness Days per Year (Final Friday of every month)
• Free Ritual subscription during your tenure
• Annual Wellness Stipend
• Monthly wellness activities

Financial & Career Support

• 401(k) Match (up to 4%)
• Equity participation through stock options
• Monthly Technology Stipend
• New Hire Work From Home Stipend

Family & Flexibility

• 5 months of gender-neutral parental leave for eligible team members
• Flex Time for birthing parents
• Family Planning via Maven Clinic
• Monthly Childcare Allowance

Time Off

• Unlimited PTO (with a 10-day minimum to recharge)
• 11 Paid Company Holidays
• Additional company time off for holidays that fall around a weekend
• Winter Break (Christmas - New Years)
• Holiday Diversity Policy
• 2 Days to volunteer (Days of Action)
• Focus Fridays for self-development and deep work