Offline Retail Account Manager [32819]

Stealth Startup; San Jose (CA); On-site; USD 120,000 - 175,000; Full time

Job summary

A leading consumer goods company is seeking an Offline Retail Account Manager in San Jose, California. This senior role focuses on managing critical relationships with major retail partners to drive revenue and profitability through in-store growth and e-commerce alignment. Qualified candidates will have over 5 years of experience in retail account management and possess strong analytical and negotiation skills. This competitive role offers a salary range of $120,000 to $175,000, depending on experience and market conditions.

Qualifications

• 5+ years of experience managing offline retail key accounts across major national retailers.
• Proven success driving revenue growth and profitability.
• Strong analytical skills including POS/sell-through analysis.

Responsibilities

• Own revenue and performance across in-store and retailer.com channels.
• Develop annual and quarterly Joint Business Plans (JBPs).
• Serve as the primary day-to-day owner of retailer relationships.

Skills

Retail account management

Analytical skills

Excellent communication

Negotiation skills

Job description

The Offline Retail Account Manager is a senior individual contributor responsible for owning revenue, profitability, and execution across major U.S. brick-and-mortar retail partners. This role focuses on in-store retail as the primary growth driver, while ensuring strong alignment with retailer.com and internal global operations.

This position requires a high-ownership mindset, strong retailer relationships, and the ability to independently drive results across complex, cross-functional, and cross-border environments—without direct people management responsibility.

Key Responsibilities

• Own revenue, margin, and overall account performance across in-store and retailer.com channels, with in-store as the primary growth driver.
• Develop and execute annual and quarterly Joint Business Plans (JBPs), including assortment strategy, pricing, promotions, and merchandising priorities.
• Identify growth opportunities and drive execution across distribution expansion, assortment optimization, merchandising, and promotional programs.
• Track and manage KPIs including sales, margin, POS/sell-through, distribution, inventory, and promotional effectiveness; course-correct quickly based on performance.

Retailer Relationship Management

• Serve as the primary day-to-day owner of retailer relationships, including buyers, category management, demand planning/replenishment, and retail operations (e-commerce partners as needed).
• Lead line reviews, QBRs, and regular business reviews, delivering clear, data-driven insights and recommendations.
• Negotiate and secure outcomes in distribution, shelf placement, merchandising, and promotional support.
• Represent the company with a high level of credibility, accountability, and commercial judgment.

Cross-Functional & Global Collaboration

• Drive alignment across internal partners including Product, Marketing, Finance, and Operations, influencing without formal authority.
• Work closely with the overseas offline retail sales operations team on:
• Forecasting and demand planning
• Inventory and replenishment planning
• Performance reporting and KPI tracking
• Day-to-day execution and issue resolution
• Establish clear operating cadence, workflows, and KPIs across time zones.

Qualifications

Required

• 5+ years of experience managing offline retail key accounts across major national retailers (e.g., Walmart, Target, PetSmart, or comparable).
• Proven success driving revenue growth and profitability through distribution expansion, assortment optimization, merchandising, and promotional execution.
• Experience working directly with retailer buyers and demand planning / replenishment teams.
• Strong analytical skills including POS/sell-through analysis, forecasting, inventory management, and performance reporting.
• Excellent communication, negotiation, and presentation skills.
• Ability to operate independently, manage ambiguity, and influence cross-functional and global stakeholders.

Preferred

• Experience managing omni-channel performance, including collaboration with retailer e-commerce teams.
• Category experience in pet, durable goods, small appliances, consumer electronics, or connected devices.
• Background from consumer brands, retailers, or manufacturer rep organizations.
• Ability to understand Chinese (Mandarin) is a strong plus.

Compensation

• Your base salary will be within the range of $120,000 to $175,000 USD per year, paid in accordance with the Company’s standard payroll practices and subject to applicable withholdings.
• The specific base salary offered is determined based on a number of factors, including but not limited to geographic location, relevant experience, demonstrated skills and qualifications, internal equity, and current market conditions.
• You may also be eligible to participate in the Company’s annual performance-based incentive program, subject to the terms and conditions of the applicable plan in effect at the time of payout. Participation and any potential payout are not guaranteed and may be modified or discontinued at the Company’s discretion.