Key Account Manager

Wiley's Finest®; United States; On-site; USD 85,000 - 120,000; Full time

Benefits offered by this job

Health, Dental, Vision, Life, and Disability insurance

401(k) plan with company match

Paid Parental, Vacation, Sick, Holiday, and Bereavement leave

Life insurance

Disability insurance

401(k) plan

Paid parental leave

Vacation days

Job summary

A leading brand in the natural products industry is seeking a Key Account Manager to oversee distributor and retailer relationships across the U.S. This role focuses on account retention, trade execution, and ensuring brand success in the retail space. Ideal candidates should have strong sales experience, excellent relationship management skills, and a solid understanding of the natural products market. Competitive salary and comprehensive benefits package offered.

Qualifications

• 3+ years of experience in sales, marketing, or channel management.
• Strong understanding of Natural Products channels.
• Proficiency in analytical and reporting tools.
• Experience with distributors (KeHE and UNFI).
• Proven ability to manage key retailers and meet sales objectives.
• Self-starter, organized, detail-oriented with strong time management.
• Proficiency in Microsoft Excel.
• Excellent communication and presentation skills.
• Experience selling premium Natural Channel brands is a plus.
• Knowledge of Omega-3 products a plus.

Responsibilities

• Manage distributor and retailer relationships across the U.S. Natural Products Channel.
• Negotiate pricing, promotions, and new product introductions.
• Deliver annual sales targets for assigned accounts.
• Build promotional calendars and track ROI on trade spend.
• Manage distributor deductions with Sales/Accounting team to dispute as needed.
• Maintain relationships with category managers, buyers, replenishment managers, and distributor reps.
• Deliver annual sales targets for assigned accounts within the NaturalChannel.
• Drive distribution expansion, shelf presence, and promotional compliance at key accounts.
• Track and report on account performance (velocity, promo lift, category trends).
• Provide a rolling sales forecast and collaborate with Operations to ensure alignment on inventory, fulfillment, and demand planning.
• Manage trade spend budget for assigned accounts.

Skills

Sales experience

Relationship management

Analytical skills

Problem-solving ability

Communication skills

Relationship building

Communication skills

Education

High School Diploma, GED or equivalent

Tools

Microsoft Office (Excel)

NetSuite

CRISP

UNFI Insights

KeHE Connect

Floret deduction management

Job description

Key Account Manager – Natural Products Industry (Supplements)

The Key Account Manager (Natural Channel) is responsible for managing distributor and retailer relationships across the U.S. Natural Products Channel. This includes national natural retailers (e.g., Whole Foods, Sprouts), regional chains, cooperatives, and distributor partners (UNFI, KeHE). The Key Account Manager will focus on account retention and growth, execution of trade and promotional programs, and ensuring the brand's success in the natural retail space.

This position reports to the Head of Global Sales.

Responsibilities

• Serve as the primary liaison for UNFI, KeHE, Whole Foods, Sprouts, and other key natural accounts.
• Create & execute business plans for assigned accounts using data‑driven insights. Leverage tools like SPINS, CRISP sales reports, and NetSuite Sales data to support strategic decisions.
• Negotiate pricing, promotions, and new product introductions in alignment with company strategy.
• Build promotional calendars and track ROI on trade spend.
• Manage and track distributor deductions and work with Sales/Accounting team to dispute as needed.
• Maintain strong relationships with category managers, buyers, replenishment managers, and distributor reps.
• Deliver annual sales targets for assigned accounts within the NaturalChannel.
• Drive distribution expansion, shelf presence, and promotional compliance at key accounts.
• Track and report on account performance (velocity, promo lift, category trends).
• Provide a rolling sales forecast and collaborate with Operations to ensure alignment on inventory, fulfillment, and demand planning.
• Manage trade spend budget for assigned accounts.

Cross‑Functional Collaboration

• Partner with marketing to develop customer‑specific programs and align brand strategies with account needs.
• Collaborate with supply chain and operations to ensure order fulfillment and service levels.
• Support product launches by securing approvals and ensuring on‑time execution in retail.
• Monitor trends in the natural/organic supplement industry, providing insights to leadership.
• Maintain awareness of competitor activities in the Natural Channel.
• Share marketplace learnings to inform global sales strategy.

Qualifications

• HighSchool Diploma, GED, or equivalent is required.
• Minimum of 3+ years of experience working in sales, marketing, or channel management.
• Strong understanding of Natural Products channels. (Whole Foods Market, Sprouts and/or Fresh Thyme preferred). Current relationships with supplement buyers a plus.
• Experience working with Distributors (KeHE and/or UNFI).
• Proven experience managing key retailers, developing long‑term relationships, and delivering on sales objectives.
• Must be a self‑starter, organized, and detailed‑oriented with a strong commitment to accuracy. Ability to prioritize tasks, manage time effectively, and meet deadlines.
• Must be able to follow instructions and work independently and as part of a team.
• Must display exceptional follow‑up and follow‑through skills.
• Must display creative thinking, have a problem‑solving aptitude, growth mindset, and focus on continuous improvement.
• A high comfort level with Microsoft Office, especially Excel is required.
• Excellent phone, written, and presentation skills. Personable attitude, and comfort in interacting with a wide variety of customers and/or vendors is required.
• Proficiency in analytical tools and ability to analyze sales data for effective presentations.
• Experience working in a Natural Food or Health Store retail environment is plus.
• Experience selling premium brands in the Natural Channel is a plus.
• Knowledge of Omega‑3 products and health benefits a plus.
• Experience with reporting tools (NetSuite, CRISP, KeHe Connect, UNFI Insights, SPINS, Floret deduction management) desired.

Travel Requirements

10% travel to visit customers, industry trade shows, offsite meetings/training events, and conferences is expected. This may go up or down based on the individual year. Attendance of all major industry trade shows at which Wiley's Finest is an exhibitor is expected. Regular travel is not expected to exceed thirty (30) business days per year.

Employment Details

• Full‑time, salary‑exempt position.
• Standard corporate office hours are 8:00 AM to 5:00 PM EST, Monday through Friday.
• Employees are expected to be available to support meetings and business needs during these hours, regardless of local time zone.

Benefits

• Company‑paid premiums for Health, Dental, Vision, Life, and Disability insurance.
• 401(k) plan with company match.
• Paid Parental, Vacation, Sick, Holiday, and Bereavement leave.

EEO Statement

The Company complies with all applicable federal and state wage and hour laws.

Join Us

You’ll be part of a dynamic team in an innovative company that values hard work, collaboration, and personal growth. We offer a competitive salary based on experience and knowledge, along with an attractive benefits package.

To learn more, visit us at www.wileysfinest.com.

If you're ready to take the next step in your career and drive success in an innovative company, we’d love to hear from you!