Key Account Manager

Location: Remote (up to 50% Travel Required)

Reports To: VP of Sales

Our client is one of the fastest-growing brands in the wellness space, producing premium CBD, THC, and functional beverage products. The portfolio has built its reputation on transparency, quality, and innovation through USDA Organic products, vertically integrated manufacturing, and a commitment to creating better-for-you alternatives for today's consumer.

We are seeking a Key Account Manager, Natural Channel to build and grow our portfolio's presence across the natural products channel across functional, adaptogenic, wellness, nootropic, N/A, and mushroom beverages & consumables.

The ideal candidate is a true self-starter who already knows the natural channel and has the relationships to turn buyer conversations into placements and velocity. This role is for a highly motivated sales leader who thrives under pressure and tight deadlines, builds buyer relationships quickly, and has the discipline to follow each deal through to reorder and sell-through.

• Strategic Account Acquisition: Identify, prioritize, and pursue key accounts. Develop account-specific strategies across natural chains for multiple functional product lines.
• Distributor Program Execution: Grow distribution through KeHE and UNFI with new rollouts as retailers come online.
• Broker Management: Recruit, negotiate, onboard, and manage natural-channel broker relationships to extend reach and accelerate buyer access. Set clear expectations, hold brokers accountable to pipeline and placement targets, and ensure their efforts stay coordinated with your direct selling and our broader account strategy.
• Full-Cycle Selling: Own the complete sales cycle - build your own pipeline, secure buyer meetings, present the brand and category story, negotiate terms, and close to first purchase order.
• Account Growth and Velocity: Drive each account past the close. Win reorders, expand placements and door counts, and partner with marketing on the support that drives sell-through.
• Forecasting and Pipeline Management: Build and maintain a detailed, accurate sales pipeline with reliable forecasting. Partner with the VP of Sales on KPIs, revenue targets, and account-level reporting.
• Marketing & Operations
  
  Collaboration:
  
  Partner with marketing on sell-in materials, promotions, POS displays, and account support, and with operations to ensure supply‑chain readiness for distributor and direct orders.

• Natural Channel Relationships: Minimum of 5+ years selling into the natural products channel, with existing relationships among category buyers at chains like Whole Foods, Sprouts, and Natural Grocers as well as KeHE and/or UNFI. This is the single most important qualification.
• Beverage Success
  :
  Demonstrated success selling functional or better-for-you beverages into the natural channel through KeHE and UNFI, with a deep understanding of distributor programs and DC rollouts. VMS sales experience is preferred, but not required.
• Self Motivated: Highly self‑motivated, autonomous, and confident, with the social skills to build buyer relationships and maintain them. You move fast and thrive under pressure. You follow through; deals don't fall off after the handshake.
• Category Knowledge: You are familiar with the categories - both functional beverages and functional mushroom gummies - with a proven ability to introduce a new or unfamiliar product into a buyer's set and make the category make sense.
• CRM & Pipeline Rigor: Disciplined with sales systems and data. Comfortable owning a CRM, maintaining clean and current pipeline records, and producing reliable forecasts and account-level reporting without being asked. Strong closers who are a black box on reporting will not succeed in this role; we need both.
• Flexibility and Travel: Ability to work remotely with frequent travel for buyer meetings, trade shows, and key markets - up to 50% of the time.
• Account Ownership & Scope: This role owns the natural products channel for the Non‑Alcoholic Spritz and Mushroom Gummies lines. Certain national retail accounts (including Target, Walmart, Whole Foods, and Sprouts) may be…