Key Account Manager, East Coast (VA/MA)

Juul Labs, Inc.; Arlington (VA); On-site; USD 100,000 - 125,000; Full time

Benefits offered by this job

Growth opportunities

Equity and performance bonuses

Cell phone subsidy

Medical, dental and vision insurance

401(k) plan with company matching

Biannual discretionary bonuses

Job summary

Juul Labs is seeking a seasoned Key Account Manager to lead relationships with top retail partners and regional distributors in the VA/MA area. You will negotiate contracts, develop category strategies, and drive in-store execution using syndicated data and CRM tools.

The role demands strong analytical skills, excellent communication, and a proven track record in expanding footprints within CPG or tobacco categories. Occasional travel and a performance-driven environment are expected.

Qualifications

• 5+ years of account management experience in CPG or tobacco/OTP categories, with HQ-level and field sales exposure.
• Proven track record negotiating key account contracts and expanding footprints.
• Strong analytical skills with syndicated data and CRM/reporting software experience.
• Excellent verbal and written communication across executives and field teams.
• Self-motivated, adaptable, and results-driven with strong organizational skills.
• Clear understanding of JUUL customer and vapor/OTP industry.

Responsibilities

• Oversee interactions and build trusted relationships at HQ and regional levels with chain accounts and national retail partners
• Develop chain-specific sales and merchandising strategies using syndicated data to provide insights
• Lead buyer meetings, category reviews, and space planning.
• Collaborate with field sales, trade marketing, and internal teams to elevate sales execution and product placement
• Maintain timely communications to drive alignment and program success
• Monitor sales performance and drive continuous improvement in strategies and processes
• Perform related duties as assigned within scope of practice

Skills

Key account management

CPG knowledge

Negotiation

Sales strategy

Data analysis

CRM systems

Communication

Relationship building

Education

Bachelor's degree in Business, Marketing, or related field

Tools

Salesforce

Tableau

Excel

PowerPoint

IRI/Nielsen data tools

Job description

Juul Labs's mission is to transition the world’s billion adult smokers away from combustible cigarettes, eliminate their use, and combat underage usage of our products. We have the opportunity to address one of the world’s most intractable challenges through a commitment to exceptional quality, research, design, and innovation. Backed by leading technology investors, we are committed to the same excellence when it comes to hiring great talent.

We are a diverse team that is united by this common purpose and we are hiring the world’s best engineers, scientists, designers, product managers, operations experts, and customer service and business professionals. If the opportunity to build your career is compelling, read on for more details.

ROLE AND RESPONSIBILITIES:

Juul is the market leader in the e-Cigarette category with a tremendous amount of growth potential across both Regional Chain Accounts/Distributors and key National Accounts (including non-convenience channels in drug, grocery, and value) in the VA/MA area.

In this role, the Key Account Manager will be responsible for building trust, identifying sales and conversion opportunities, negotiating contracts, and leading category management across assigned key retail partners and regional distributors. Additionally, this role encompasses local territory field execution—calling on independent retail doors to manage existing accounts, drive new distribution, execute the Juul Partner Program (JPP), and drive the 4 Ps of retail (Presence, Pricing, Promotion, Product).

This role demands excellence, self-sufficiency, and strong analytical capabilities to develop fact-based category leadership programming and execute win-win retail strategies.

KEY RESPONSIBILITIES:

• Account Management & Relationship Building: Oversee customer interactions and build strong, trusted business relationships at the HQ and regional levels with assigned chain accounts, national retail partners, and regional distributors
• Strategy & Category Leadership: Develop chain-specific sales, distribution, and merchandising strategies that maximize ROI while staying within assigned budgets. Utilize syndicated data (IRI/Nielsen) to provide retail partners with fact-based category insights and actionable recommendations
• Joint Business Planning & Meetings: Lead and facilitate buyer meetings, category reviews, Top-to-Top (T2T) sessions, contracted space management, and inventory resolution
• Execution & Collaboration: Collaborate with field sales teams, trade marketing, and internal department leads to develop and implement retail programming that elevates sales execution, rate of sale, and incremental product placement
• Communication & Alignment: Maintain timely, clear, and detailed communications across internal stakeholder groups and external customer partners to drive alignment and program success
• Performance Tracking: Monitor sales performance, tracking progress against key objectives to drive continuous improvement in sales strategies and processes.
• Perform related duties as assigned, within your scope of practice

TRAVEL AND OPERATIONAL REQUIREMENTS:

• Regular travel (estimated at an average of 30–40% based on business needs), including overnight stays for HQ visits and fields as needed.
• Must be 21 years of age or older.
• Must possess and maintain a valid U.S. driver's license in good standing for a minimum of the last three (3) consecutive years.

PHYSICAL REQUIREMENTS:

• Ability to lift up to 30 lbs
• Ability to visually inspect and manipulate merchandise and advertising displays
• Ability to frequently stoop, kneel, crouch, or climb/work from heights (9–12 feet) during in-store setups or merchandising activities

PERSONAL AND PROFESSIONAL QUALIFICATIONS:

• 5+ years of account management experience in CPG or tobacco/OTP categories, with experience managing accounts at the HQ level and/or direct field sales experience
• A history of successfully negotiating key account contracts, expanding footprint in existing accounts, and leading strategic sales initiatives that meet sales targets
• Strong analytical skills with working knowledge of syndicated data tools (IRI, Nielsen) and CRM/reporting software (Salesforce, Tableau, Excel, PowerPoint)
• Exceptional verbal and written communication skills across executive, cross-functional, and field team environments
• Highly self-motivated, adaptable, and results-oriented with strong organizational and problem-solving abilities
• Clear understanding of the JUUL customer and the vapor/OTP industry.

EDUCATION:

• Bachelor's degree in Business, Marketing, or a related field (or equivalent relevant work experience)

JUUL LABS PERKS & BENEFITS:

• A place to grow your career. We’ll help you set big goals - and exceed them
• People. Work with talented, committed and supportive teammates
• Equity and performance bonuses. Every employee is a stakeholder in our success
• Cell phone subsidy, commuter benefits and discounts on JUUL products
• Excellent medical, dental and vision, disability, and life insurance, plus family support, wellness, legal, and employee assistance program benefits
• 401(k) plan with company matching
• Plus biannual discretionary performance bonuses

Juul Labs is proud to be an equal opportunity employer and is committed to creating a diverse and inclusive work environment for all employees and job applicants, without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. We will consider for employment qualified applicants with arrest and conviction records, pursuant to the San Francisco Fair Chance Ordinance. Juul Labs also complies with the employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Juul Labs in the US.

SALARY RANGES:
Salary varies by role, level and location, and is dependent on the cost of labor in a given
geographic region among other factors. These ranges may be modified at any time.

SALARY RANGE:

$100,000 - $125,000 USD