Key Account Manager

***THIS IS NOT A JOB WITH FORCEBRANDS***

Must be based in California

Travel: one week of travel per month

What You'll Do:

• Own and manage ~50–100 key accounts across California and the Pacific Northwest, both direct and through distribution
• Lead and develop two field sales representatives (NorCal & SoCal), including coaching, call cycles, and performance management
• Build and execute strategic account plans to drive revenue, profitability, and category growth
• Manage relationships with key distributors including KeHE, UNFI, and Tony’s Fine Foods
• Oversee execution across pricing, promotion, assortment, and customer relationships (core “big four”)
• Analyze sales data, trade spend, and margin to ensure efficient and profitable growth
• Maintain strong relationships with senior buyers and category managers across natural/specialty retail
• Execute a disciplined field cadence (6–8 week call cycles) and ensure team accountability
• Collaborate cross-functionally on forecasting, inventory, and new product initiatives
• Represent the brand in top-to-top meetings, presentations, and strategic planning sessions
• Drive expansion within natural grocery accounts such as Bristol Farms, Lazy Acres, Jimbo’s, Mother’s Markets, Nugget Markets, and others

Qualifications:

• Key Account Management experience required, ideally managing a portfolio of accounts directly and via distributors
• Strong experience working with KeHE, UNFI, and/or Tony’s Fine Foods
• Background in meat, fresh protein, or perishable goods strongly preferred (must understand short shelf-life dynamics)
• Experience within natural/specialty grocery channel highly preferred
• Proven ability to manage and develop junior sales talent (player-coach mindset)
• Strong commercial acumen across pricing, promotions, assortment, and trade spend
• Comfortable working with data, CRM tools (AltMetrics preferred), and forecasting processes
• Highly organized, proactive, and outcome-driven with strong communication skills
• Ability to influence senior stakeholders internally and externally
• Willingness to travel ~20–30%