Key Account Manager, East Coast (VA/MA)
Accountabilities: Manage relationships with assigned chain accounts, national retail partners, and regional distributors, building trusted partnerships at both headquarters and regional levels.
Develop account-specific sales, distribution, merchandising, and category strategies designed to maximize return on investment within assigned budgets.
Use syndicated market data, including IRI and Nielsen, to provide customers with actionable category insights and fact-based recommendations.
Manage independent retail locations within the assigned territory, maintaining existing business while identifying opportunities for new product placement and distribution.
Execute retail initiatives, promotions, inventory management programs, and the 4 Ps of retail: Presence, Pricing, Promotion, and Product.
Lead and facilitate buyer meetings, category reviews, Top-to-Top sessions, contracted space management, and inventory resolution discussions.
Partner with field sales, trade marketing, and internal stakeholders to develop and implement programs that improve sales execution, rate of sale, and incremental product placement.
Maintain clear, timely, and detailed communication with internal teams and external customer partners to ensure alignment and successful program execution.
Monitor account and territory performance against key objectives, using results and market insights to refine sales strategies and identify opportunities for continuous improvement.
Travel regularly throughout the assigned territory and participate in headquarters planning sessions, quarterly business reviews, store visits, and internal meetings.
Requirements:
5+ years of account management experience in CPG or tobacco/OTP categories, including experience managing accounts at the headquarters level and/or direct field sales experience.
Proven success negotiating key account contracts, expanding distribution and account footprints, and leading strategic sales initiatives against commercial targets.
Strong analytical capabilities with working knowledge of syndicated data platforms such as IRI and Nielsen.
Proficiency with CRM, reporting, and business productivity tools including Salesforce, Tableau, Excel, and PowerPoint.
Exceptional verbal and written communication skills, with the ability to engage effectively with executives, cross-functional stakeholders, customers, and field teams.
Highly self-motivated, adaptable, organized, and results-oriented, with strong problem-solving and prioritization skills.
Strong understanding of customers and the vapor/OTP industry.
Bachelor’s degree in Business, Marketing, or a related field, or equivalent relevant professional experience.
Must be at least 21 years of age.
Valid U.S. driver's license maintained in good standing for at least three consecutive years.
Reliable vehicle available for daily business use.
Ability to travel regularly, including approximately 30–40% travel based on business needs and occasional overnight stays.
Ability to lift up to 30 lbs and perform physical activities required for in-store merchandising, including stooping, kneeling, crouching, and working from heights of approximately 9–12 feet.
Benefits:
Salary range of $94,000–$111,000 USD, with compensation varying based on role, level, location, and applicable geographic labor considerations.
Equity opportunities and performance-based bonuses.
Biannual discretionary performance bonuses.
Medical, dental, and vision insurance.
Disability and life insurance coverage.
Family support, wellness, legal, and employee assistance program benefits.
401(k) plan with company matching.
Cell phone subsidy and commuter benefits.
Employee discounts on products.
Opportunity for professional growth and career development.
Collaboration with experienced and supportive colleagues in a diverse and inclusive environment.
Remote position based in Massachusetts or Virginia with regular field travel.
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