Senior Manager of Retail Media Partnerships

Dutchie; Oregon; Hybrid; USD 160,000 - 200,000; Full time

Benefits offered by this job

Health insurance

Stock options

WFH stipend

Cell/internet stipend

Parental leave

Flexible time off

Job summary

Dutchie is expanding its advertising team to build the cannabis retail media network across U.S. dispensaries. As Senior Manager of Retail Media Partnerships, you will win new retailer accounts, negotiate commercial terms, and expand coverage by introducing new ad formats.

You will lead relationships with multiple operators across states, collaborate with Product and Engineering, and drive revenue growth while representing Dutchie's advertising platform at industry events.

Qualifications

• Experience in retail media in a related sales/BD function with multiple retailers.
• Cannabis industry knowledge and operator relationships are highly valued.
• Proven business development and negotiation skills with revenue-sharing or tiered-discount deals.
• Strong relationship-building and communication to navigate long sales cycles.

Responsibilities

• Prospect, pitch, and close new retailer accounts onto Dutchie's retail media platform.
• Build and manage a pipeline of retailer relationships across states and market segments.
• Negotiate ad agreements with dispensaries, addressing ecommerce impact and brand relationships.
• Re-engage existing accounts to up-sell new ad formats as they launch.
• Relay dispensary feedback to inform the product roadmap with cross-functional teams.
• Represent Dutchie's retail media at industry events and with decision-makers.
• Track and report monthly/quarterly account growth and revenue impact.

Skills

Retail media

Business development

Negotiation

Relationship building

Sales cycles

Communication

Tools

Vistar

In-Store Advertising Networks

Job description

About Dutchie

Founded in 2017, Dutchie is an all-in-one technology platform powering the cannabis industry with Point of Sale, E-commerce, Payments, and Loyalty & Marketing. Through our technology, we’re helping cannabis businesses start, operate, and grow with confidence.With software that simplifies their operations, our customers can focus on what matters most- bringing the benefits of cannabis safely to consumers.Dutchie aims to further support the positive societal change the cannabis industry brings to the world through wellness benefits, social justice, and empowering local communities through tax revenue. Powering thousands of dispensaries across 40+ markets throughout the United States and Canada, Dutchie is the leading technology company in the cannabis space and was named in Fast Company’s 10 Most Innovative Companies in North America and listed two years in a row on LinkedIn’s Top 50 Startups.Dutchie has raised over $600M in funding to date, backed by D1 Capital Partners, Tiger Global, Dragoneer, DFJ Growth, Thrive Capital, Howard Schultz, Snoop Dogg's Casa Verde Capital, Gron Ventures, members of the founding team at DoorDash, Kevin Durant's Thirty Five Ventures, and other notable angel investors.

About This Role

Dutchie's Advertising team is building the cannabis retail media network that powers advertising across dispensaries' e-commerce and in-store shopping surfaces. As Senior Manager of Retail Media Partnerships, you'll be the face of Dutchie advertising to our retailer base — winning new accounts onto our advertising platform, negotiating commercial agreements, and expanding accounts by adopting new ad formats. This is a supply-side, relationship-driven BD role where success means building the largest supply of cannabis dispensary advertising in the US and delivering great commercial outcomes to our retailer partners that help them sell more cannabis, faster, at higher margins.

What You'll Do

• Prospect, pitch, and close new retailer accounts onto Dutchie's retail media advertising platform, starting with Sponsored Placements on e-commerce menus
• Build and manage a prioritized pipeline of prospective and existing retailer relationships across multiple states and market segments
• Negotiate contractual ad agreements with dispensaries, handling concerns about advertising's impact on ecommerce conversion, brand mix shift and the dispensary's existing brand relationships
• Re-engage existing accounts to up-sell additional ad formats as they launch, highlighting opportunities and educating retailers
• Partner with Product, Engineering and Brand Operations teams to relay dispensary feedback to inform Dutchie's advertising feature roadmap
• Represent Dutchie's retail media offering at industry events and in direct outreach to decision-makers at large, multi-state operators
• Track and report on monthly/quarterly account growth, format adoption, and revenue impact across your book of business

What You Bring

• Experience in retail media in a related sales/BD function, where you've worked with multiple retailers in different categories and levels of advertising maturity
• Experience in the cannabis industry spanning multiple dispensary operators; very strong cannabis expertise with less ad experience will be considered
• Demonstrated business development and negotiation skills, particularly with multi-year, revenue-sharing or tiered-discount deal structures
• Working knowledge of cannabis brand (1P and 3P) and the role advertising and trade spend play in the industry today, plus familiarity with the in-store dispensary customer experience
• Strong relationship-building and communication skills, with the ability to navigate long sales cycles and multiple stakeholders per account. Dutchie plans to work with every dispensary in the country at some level, and ads are part of those larger relationships
• Comfort selling an evolving product suite - able to re-approach existing accounts with new ad solutions as they become available

It's a Bonus If You

• Have existing relationships with multi-state cannabis operators (MSOs)
• Are familiar with retail media networks at Amazon, Walmart, Walgreens, CVS, DoorDash, Uber or Instacart; bonus for experience with Dutchie, IHeartJane, Surfside, Hoodie or Headset
• Have experience selling or operating in-store advertising or digital signage placements to retailers, via solutions such as Vistar, Barrows, In-Store Marketplace or others.
• Have background in a supply-side or publisher-facing BD role in a mature advertising ecosystem vs than demand-side/advertiser-facing brand sales

Compensation and Benefits

We are targeting a starting salary of $160,000 - $200,000 based on the intended level for this role.

Our salary range reflects the cost of labor across various U.S. geographic markets. The base salary offered for this position is determined by several factors, including the applicant's job-related skills, relevant experience, and education or training.

In addition to cash compensation, our total rewards package includes:

• Comprehensive medical, dental and vision insurance plans to ensure you always have the best care
• Equity packages in the form of stock options
• Work-from-home office stipend ($700 to make your space as great as possible! Think new desk chair, monitor, printer, etc.)
• Monthly cell phone and internet stipend
• Parental leave paid at 100%
• FTO (flexible time off) in addition to company holidays

At Dutchie, we're committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dutchie believes that diversity and inclusion among our teammates is critical to our success, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.