Strategic Account Manager - National Retail Accounts

Job Description

Who We Are

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Opening our doors in 1947, we are a third-generation, family-owned and operated direct importer, converter, and full-service distributor. We value the connections made over the bond people share through food, whether they are internal or external. For more information about who we are, please visit Peterson Company (petersoncheese.com).

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Summary of Position

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The Strategic Account Manager is the primary day-to-day relationship owner for an assigned portfolio of national or regional strategic accounts. Current account assignments are noted above. This role works at the buyer and category manager level, developing deep knowledge of each account’s business and representing Peterson’s full category expertise, sourcing capabilities, and private label partnerships. Accounts in this segment are served via depot or warehouse delivery and require strategic relationship management — not store-by-store selling. The Strategic Account Manager is responsible for retaining and growing the assigned portfolio, communicating all operational and policy changes to buyers, and representing Peterson with professionalism and category authority at every interaction. 

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Key Responsibilities

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Account Management & Revenue Growth

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• Serve as the primary point of contact for assigned strategic accounts, building strong customer relationships and ensuring long-term retention.
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• Identify, qualify, and develop new business opportunities while driving revenue growth through assortment expansion, private label programs, and category development.
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• Develop proposals, negotiate agreements, and execute account growth strategies aligned with company objectives.
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• Monitor account performance, identify risks, and implement retention plans to strengthen customer partnerships.
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Customer Communication & Business Development

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• Conduct regular business reviews with customers to assess performance, align on priorities, and uncover growth opportunities.
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• Communicate pricing, product, service, and operational updates while ensuring timely resolution of customer inquiries and issues.
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• Maintain accurate CRM records, sales forecasts, and pipeline activity to support business planning and decision-making.
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• Stay informed on industry trends, consumer insights, and competitive activity to identify opportunities for customers and the organization.
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Cross-Functional Collaboration & Strategic Planning

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• Partner with Category Management, Customer Success, Operations, Supply Chain, and Finance teams to deliver successful customer programs and service execution.
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• Lead account planning efforts, including growth plans, forecasting, promotional programs, and performance reviews.
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• Support product innovation and category growth by communicating customer needs, market insights, and emerging opportunities.
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• Represent the organization at customer meetings, trade shows, and industry events to strengthen relationships and expand business opportunities.
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What You Will Bring

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Required 

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• 5-10 years of sales or account management experience in specialty food, grocery, or consumer packaged goods, with experience managing national or large regional retail accounts. 
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• A Bachelor’s Degree in Supply Chain, Business Management, or a related field; or related years of experience that are roughly equivalent.
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• Demonstrated ability to retain and grow complex, high-value account relationships. 
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• Strong product knowledge in specialty food, cheese, charcuterie, or perishable categories, or a genuine eagerness to develop it. 
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• Excellent communication, presentation, and negotiation skills. 
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• Proven ability to manage buyer communications around operational or policy changes in a professional and timely manner. 
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Preferred 

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• Direct experience managing Costco, Whole Foods, Albertsons, or comparable national accounts. 
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• Familiarity with private label development processes in a retail context. 
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• Experience with CRM tools and structured account planning and business review processes. 
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What We Bring

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Compensation — In accordance with Washington state law, in good-faith, the total annual compensation is estimated between $135,000 and $175,000 annually, with final base salary determined by skills and experience. This position is also compensated with commission, which could total up to $50,000 annually.

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Medical, Dental & Vision Coverage — Comprehensive insurance plans are available to eligible employees and their covered dependents.

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Life Insurance — Peterson Company provides $25,000 in employer‑paid basic life insurance policy, with additional voluntary coverage options available.

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401(k) Retirement Plan — Employees may begin contributing after 30 days of employment. Peterson Company matches approximately $0.30 per dollar up to 6% of eligible income. A dedicated financial partner is available to support investment education and planning.

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Equal Opportunity Statement: The Peterson Company is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, physical or mental disability, sexual orientation, marital status, military or veteran status, gender identity or expression, genetic information, or any other factor protected by law.

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