Account Manager

Sun Theory; Massachusetts; On-site; USD 70,000 - 110,000; Full time

Job summary

Dialed In is seeking a driven Account Manager to lead wholesale sales across Massachusetts, cultivating retail partnerships and driving sell-in and sell-through. The role involves frequent travel to retailers, in-store training, and strong collaboration with marketing to execute field sales strategies.

You will manage the full sales cycle, develop new accounts, and expand existing relationships with a focus on revenue growth and market share in a regulated cannabis market.

Qualifications

• 3+ years of field sales or account management in regulated industries.
• Proven ability to drive sales and build retail partnerships.
• Strong negotiation, presentation, and relationship-building skills.
• Experience with merchandising and trade marketing is a plus.

Responsibilities

• Own and drive wholesale sales within the Massachusetts market from prospecting to closing.
• Develop new retail partnerships and expand distribution through solution-based selling.
• Strengthen existing accounts by improving assortment and sell-through.
• Provide product training and merchandising guidance to account teams.
• Conduct regular in-store visits and lead budtender trainings to increase adoption.
• Analyze market trends and performance to identify growth opportunities.

Skills

Field sales

Account management

Negotiation

Relationship building

CRM

In-store activations

Tools

LeafLink

Job description

Dialed In is seeking a driven and results-oriented Account Manager (AM) to lead and grow our wholesale sales presence in Massachusetts. This role is responsible for building and strengthening retail partnerships, driving sell-in and sell-through, and executing field sales strategies to maximize revenue and market share. Reporting into the Regional Sales Director, the AM will play a key role in expanding Dialed In’s footprint by prospecting new accounts, developing strategic partnerships, and ensuring flawless in-store execution.

This is a field-based role, requiring frequent travel to retail locations throughout Massachusetts.

Key Responsibilities:

Own and drive wholesale sales within the Massachusetts market, managing the full sales cycle from prospecting to closing.

Identify, develop, and secure new retail partnerships through solution-based selling and strong relationship management.

Expand and strengthen existing retail relationships by driving reorder rates, product assortment, and sell-through support.

Serve as the primary point of contact for accounts, providing ongoing support, product training, and merchandising guidance.

Conduct regular in-store visits to build rapport with retail staff and educate them on Dialed In’s product portfolio.

Implement and support budtender incentive programs to drive advocacy and increase retail adoption of Dialed In products.

Lead in-store product demos, educational sessions, and budtender trainings to enhance customer and consumer knowledge and enthusiasm.

Monitor and maintain merchandising compliance, identify areas for improvement, and ensure alignment with brand standards.

Market Expansion & Business Development

Analyze market trends, competitor activity, and sales performance to identify growth opportunities.

Collaborate with internal teams to develop and implement targeted promotional and co-branded marketing initiatives.

Provide regular insights and feedback to the broader sales and marketing teams to refine strategies and improve execution.

Reporting & Performance Tracking

Maintain accurate sales forecasts, CRM records, and account activity tracking.

Report on key sales metrics, including revenue growth, new account acquisition, and retail penetration.

Use data-driven insights to refine strategies and optimize sales performance.

Key Performance Indicators (KPIs):

• Revenue Growth & Sales Velocity – Achieving and exceeding sales targets through strategic account management and growth initiatives.
• Retail Penetration – Expanding Dialed In’s footprint by opening new accounts and driving reorder rates.
• Budtender & Retail Engagement – Boosting product advocacy through in store activations, events, education, training, and incentive programs.

Qualifications:

Experience: 3+ years of field sales, account management, or business development experience, preferably in cannabis, CPG, or another regulated industry.

Sales Acumen: Proven ability to drive sales, expand distribution, and build lasting retail partnerships.

Communication Skills: Strong negotiation, presentation, and relationship-building abilities.

Execution-Oriented: Experience with merchandising, trade marketing, and in-store activations.

Data-Driven: Proficiency in using analytics to inform strategy and measure performance. Experience with LeafLink is a plus.

Industry Knowledge: Familiarity with cannabis regulations is preferred.

Other: Must be 21+ years old and reside in market.

Travel: This role requires a valid driver’s license and a reliable vehicle for frequent travel within the assigned region.