Senior Account Manager (Upstate NY)

SUMMARY:

The Senior Account Manager is a key role on the New York sales team, responsible for owning and growing relationships with high-priority accounts, driving revenue growth, and supporting field execution across New York. This role is highly field-focused, expect to spend 50-70% of your time on the road actively engaging with key accounts and closing new business.

You'll be a trusted advisor to retailers, ensuring we are well-positioned to win. Success in this role demands a balance of strategic thinking, hands-on execution, and relationship-driven selling.

RESPONSIBILITIES & CORE BEHAVIOURS FOR SUCCESS:

• Builds and maintains strong relationships with internal stakeholders, field teams, and external retail partners to drive sustainable revenue growth.
• Approaches challenges with humility, discipline, and courage to establish trust and secure buy-in.
• Obsessively detail-oriented and dependable, ensuring external commitments are always met on time and to the highest standard
• Leverages both quantitative and qualitative insights to set effective KPIs, sales goals, and account-level strategies.
• Demonstrates resilience in the face of rejection, setbacks, and shifting priorities - inspires others to bounce back quickly and stay focused.
• Communicates clearly and persuasively up, down, and across the organization.
• Embodies and amplifies companies culture and values, promoting collaboration and accountability.
• Maintains a growth mindset and embraces hard work, teamwork, and mutual care for the business and one another.
• Is reachable, responsive, and reliable - consistently where and when needed to support business priorities.
• Own relationships with assigned high-priority/key accounts, serving as the primary point of contact.
• Collaborate with retail partners to identify growth opportunities and recommend portfolio solutions tailored to their business needs.
• Advocate for placement, staff engagement, and event opportunities that maximize sell-through with key retail partners
• Spend significant time in the field ("road warrior" expectations):
• Partner with and mentor Field Representatives to improve selling effectiveness, close new business, and strengthen account planning/ execution.
• Analyze sales data to spot portfolio gaps and performance dips.
• Develop actionable insights for field reps to drive targeted growth.
• Support the Sales Director in closing high-value opportunities and advancing strategic accounts.

INDICATORS OF SUCCESS:

• Top-Line Revenue Growth to achieve quarter-over-quarter sales growth through:
• Effective lead conversion
• New SKU distribution
• Expanding portfolio penetration within assigned accounts
• Customer Acquisition: Month-over-month growth of % active customers vs. total open retailers.
• Portfolio Penetration: Drive increases in % of SKUs sold per customer relative to the total available portfolio.
• Retailer Trust & Satisfaction: Measured by feedback and repeat business, maintaining a reputation as the most responsive and professional partner

EDUCATION & EXPERIENCE:

• 3+ years of field sales experience in cannabis, alcohol, or CPG required.
• Proven success driving revenue growth and building relationships with key accounts.
• Strong financial acumen and ability to interpret sales data (sell-in, sell-through, marketplace) to drive action.
• Comfortable being a road warrior and must thrive in a highly field-driven role.
• Excellent communication and presentation skills, capable of influencing at all levels.

White Ash Group and the companies it represents are Equal Employment Opportunity employers that values the strength of diversity within the workplace. All qualified applicants, regardless of race, colour, religion, gender, sexual orientation, marital status, gender identity or expression, nationality, age, disability or veteran status, or any other characteristic protected by applicable law, are strongly encouraged to apply.