Senior Account Manager - Retail

About Ralco

Ralco is a family-owned agricultural health and nutrition company with a global presence, distributing products in over 40 countries. Inspired by nature and powered by science, Ralco develops innovative, natural solutions to support plant and animal health.

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The Senior Retail Account Manager is responsible for the ownership and growth of their assigned retail accounts by driving profitable revenue, expanding distributor and buyer relationships, and executing value‑based sales strategies aligned with Ralco's solutions. This role focuses on strengthening key partnerships across the retail channel, while positioning Ralco as a trusted, solutions‑first partner across the United States.

This role is accountable for the full scope of account ownership, including new account acquisition, joint business planning, category and shelf performance, and in‑store execution. The Retail Account Manager will collaborate with marketing and technical teams to deliver consistent value to retail partners.

This job description is not meant to be all-inclusive and duties may vary based on departmental and company needs.

• Sales and Profit Growth
  • Drive profitable sales growth across the assigned portfolio of retail accounts.
  • Identify, qualify, and secure new retail accounts to expand channel footprint.
• Account Planning and Execution
  • Create and implement tailored account strategies for top retail customers, focusing on growth opportunities and performance targets.
  • Establish and maintain active engagement with all key distributor partners.
  • Maintain CRM compliance by documenting all customer interactions, account activity, forecasting, and opportunities.
  • Pull insights from CRM and category data to inform strategy, refine account plans, and prioritize sales activities.
• Product Launches and Category Performance
  • Lead the introduction and adoption of new Ralco products into existing accounts.
  • Conduct regular store checks to ensure proper product placement, accurate pricing, and full compliance with planograms, while identifying and correcting merchandising gaps to maximize shelf presence and sales performance.
  • Analyze category performance and shelf assortment to identify product gaps, unmet consumer needs, and competitive opportunities, and provide data-driven recommendations to optimize the product mix and drive incremental sales.
• Marketing and Field Execution
  • Partner with retail marketing teams to develop and execute joint social media and marketing campaigns.
  • Train retail and distributor staff on Ralco products, programs, and selling points through store visits, webinars, trade shows, and industry events.
  • Represent Ralco at trade shows, buyer meetings, dealer trainings, and industry events.
  • Resolve customer issues promptly and professionally, gather field insights to support product development and continuous improvement.
• Cross‑Functional Collaboration
  • Collaborate with marketing, product specialists, technical counterparts, and operations to ensure alignment on pricing, programs, and distribution.
  • Forecast account‑level volume and build annual business growth plans in collaboration with leadership.

• Core Competencies: Ownership and Accountability, Drive and Initiative, Communication, Relationship Building, Collaboration, Resourcefulness, Integrity, Customer Focus.
• Technical
  
  Competencies:
  
  Product and Industry Knowledge, Account Planning and Execution, Salesforce Management, Channel Management, Insight Application, Financial Acumen.
• Leadership
  
  Competencies:
  
  Strategic Thinking, Adaptability, Initiative in Problem Solving, Business Acumen, Execution Discipline.
• Ralco Values and Purpose Alignment:
  • Values: Courageous Curiosity, Driven to Deliver, Master Your Craft, Root for the Team, Earn the Relationship
  • Purpose: Ralco creates effective natural solutions that address agriculture's greatest challenges.

• Education: Bachelor's degree in Animal Science, Agriculture, Business, or a related field preferred.
• Experience: 7+ years of related sales or account management experience required. Retail channel experience strongly preferred.
• Technical: Proficiency in Salesforce or a comparable CRM and Microsoft Office, including Excel.
• Travel: Frequent travel required, including overnight travel. Valid driver's license and a clean driving record required.
• Location: This is a remote position. Travel to Ralco Headquarters and other company events required occasionally.

Physical demands may include carrying ≥ 20 lbs, climbing, driving, finger dexterity, hearing, kneeling, lifting ≥ 20 lbs, pulling ≥ 20 lbs, pushing ≥ 20 lbs, reaching, seeing, sitting, standing, twisting, typing, and walking. Certain activities are performed frequently or constantly.

Reasonable accommodation may be made to enable individuals with disabilities to perform key work duties.