National Account Manager - Specialty & Natural Channel

National Account Manager – Specialty & Natural Channel

Boston, MA.

National Account Manager – Specialty & Natural Channel

Force Factor is on a mission to disrupt the global health and wellness industry by creating innovative health products that help consumers Unleash their Potential. Our vitamins, supplements, and better-for-you foods are scientifically formulated to help create healthier and happier lives for people of all kinds. Our award-winning products are sold in thousands of retail and eCommerce stores nationwide, including Walmart, Amazon, Walgreens, Target, CVS, The Vitamin Shoppe, Sam's Club and iHerb. More than 50,000 people buy our products daily and that number is growing every month. You have the potential to make a real impact on people's lives by working at Force Factor to create products that Unleash Potential!

Culturally, think of us as an intense, meritocratic, and exciting high-growth startup that has survived and thrived through its first decade of rapid evolution and is now focused on scaling up to conquer the next decade's challenges and opportunities. We've accomplished a lot in our first 17+ years, but fundamentally know that we're just at the beginning of our journey, and that's where you come in! We need the smartest, highest energy people with real integrity who are looking to join an ambitious, hard-working team.

Force Factor is based in Boston's innovative Seaport District. Our team is filled with passionate, dedicated, and inspiring people operating with an ownership mindset (which is easy because we are entirely privately held and plan to stay that way). If you love a challenge, enjoy acting with urgency, and prefer to opt into a high-performance culture, when you join us, you'll feel like you've finally come home. Our private ownership structure is designed for the long term to enable huge opportunities for key team members to learn a ton, work with other A players and generate significant wealth, and we hope you'll choose to help us build an enduring and successful business for decades to come. There are two main reasons we're included on Bain's Insurgent Brands list of high-achieving CPG brands outperforming market growth: our people and our culture.

The Role

Force Factor is seeking a National Account Manager to own and grow our business across the specialty wellness and natural/premium grocery channels, a portfolio that includes The Vitamin Shoppe, Whole Foods Market, Sprouts Farmers Market, key natural distributors UNFI and KeHE, and emerging specialty wellness retailers.

This is a role for someone who lives and breathes the health-conscious consumer and understands how to win with the retailers who serve them. The accounts in this portfolio share a consumer who is trend-forward, ingredient-conscious, and willing to pay for quality, but they require meaningfully different selling approaches. At The Vitamin Shoppe, the conversation is about formulation depth, clinical differentiation, and how Force Factor's platforms, Berberine, Ashwagandha, Total Beets, and others, stack up against the hardcore supplement brands competing for the same shelf space. At Whole Foods and Sprouts, you're building a brand story rooted in clean ingredients, category trends, and premium positioning. The ability to move fluidly between these two selling modes and to build genuine credibility in both is what makes this role special, and what makes the right candidate rare.

You will report directly to the Chief Retail Officer and serve as the face of Force Factor across some of the most strategically important and fastest-growing accounts in the health and wellness retail landscape.

Key Responsibilities

• Drive measurable and significant year-over-year territory growth by expanding distribution, increasing velocity at existing doors, securing incremental shelf space, and identifying whitespace opportunities across the Specialty and Natural channel portfolio.
• Own the full P&L and commercial relationships for The Vitamin Shoppe, Whole Foods Market, Sprouts Farmers Market, and emerging specialty wellness retail accounts, driving revenue growth, distribution expansion, and share of shelf.
• Develop and execute joint business plans with each retail partner, including annual planning, promotional strategy, innovation pipeline presentations, and category reviews.
• Build and maintain strong, trust-based relationships with buyers, category managers, and key decision-makers at each account, earning credibility through category expertise and consistent follow-through.
• Leverage natural channel expertise to drive distribution and velocity through UNFI and KeHE, coordinating with distributor reps and retail account teams to execute programming effectively.
• Lead ingredient-forward, scientifically grounded selling conversations at specialty accounts, positioning Force Factor's product platforms against competitive supplement brands with confidence and depth.
• Identify and pursue new distribution opportunities within the specialty wellness space, including premium fitness retail, wellness concept stores, and new-format health retailers that align with Force Factor's brand positioning.
• Develop compelling, consumer-insight-driven selling stories that connect Force Factor's portfolio to the shared profile of the natural and specialty shopper and adapt that narrative effectively for each account's unique buyer priorities.
• Partner cross-functionally with marketing, finance, and operations to ensure accounts are fully supported and business plans are executed with excellence.
• Monitor and analyze account-level sales data, SPINS reporting, and distributor data to identify trends, close gaps, and capitalize on growth opportunities.
• Represent Force Factor at trade shows, customer meetings, and industry events as needed.

Required Qualifications

• Bachelor's degree from an accredited 4-year college or university required; a degree in Business, Sales, Marketing, or a related field is preferred.
• 4–7 years of national account management experience in CPG, with a strong and demonstrable track record of driving growth in the natural and/or specialty channel. Experience in vitamins, supplements, or health and wellness is strongly preferred.
• Direct experience managing natural channel accounts, Whole Foods, Sprouts, or comparable premium grocery stores is required. Familiarity with UNFI and KeHE distributor management is essential.
• Specialty supplement retail experience, particularly The Vitamin Shoppe, is a significant differentiator. Candidates who can credibly discuss ingredient science, formulation strategy, and clinical differentiation in a buyer conversation will stand out.
• Genuine fluency in the supplement enthusiast consumer, someone who understands the category from the inside out and can position Force Factor's platforms with authority against established supplement brands.
• Strong analytical skills with the ability to synthesize SPINS, POS, and distributor data into clear insights and compelling selling narratives.
• Demonstrated ability to develop strategic joint business plans and present persuasively to buyers and senior retail decision-makers across different account types.
• Exceptional written and verbal communication skills, with the ability to tailor messaging effectively for natural grocery buyers, specialty supplement buyers, distributor partners, and internal stakeholders.
• Highly organized and capable of managing a multi-account portfolio with competing deadlines and priorities while maintaining accuracy and attention to detail.
• Entrepreneurial, ownership-oriented mindset, someone who operates with urgency, takes initiative, and holds themselves accountable for results without needing to be managed closely.
• Comfortable working independently while staying tightly connected to internal teams and maintaining a high travel cadence to accounts and headquarters.
• Detail-oriented, driven, and competitive, with an insatiable desire to win.