Key Account Manager; KAM

Key Account Manager

As a Key Account Manager at MOOD, you are the face and driving force behind bringing premium THC, cannabis, and beverage experiences to life across your region. Your mission? Build powerful retail and distribution relationships, execute at the highest standards, and turn wholesale opportunities into long-term growth. You’re not just selling — you’re building a movement.

We’re looking for a high-performing A-Player — someone who thrives in fast-paced environments, exceeds expectations, and knows how to grow territory sales through strategic planning, grassroots hustle, and cross-functional execution.

Own and drive business objectives, sales goals, and account performance across THC, cannabis, and beverage customers in your territory.

Create growth opportunities with new and existing retailers across key channels, including liquor stores, convenience, and other On- and Off-Premise accounts.

Build and maintain strong relationships with key account buyers, distributor partners, and retail stakeholders that align with MOOD’s premium brand standards.

Lead short- and long-term account strategies that support distribution growth, market share, visibility, and revenue performance.

Partner cross-functionally with sales, operations, marketing, finance, and compliance to ensure account plans are executed effectively and at a high level.

Conduct regular business reviews with customers and internal stakeholders to evaluate performance, align on priorities, and identify new opportunities.

Use syndicated data, customer insights, and market performance trends to uncover gaps, shape action plans, and guide strategic decisions.

Drive best-in-class retail execution through merchandising, staff education, events, and consistent follow-up in market.

Lead pricing, promotion, and trade investment conversations with a strong understanding of margin, ROI, and long-term account health.

Ensure MOOD’s brand standards come to life at retail through strong execution in shelf presence, displays, promotions, and in-store programming.

3–5+ years of field sales, key account management, or distributor management experience in THC, cannabis, beverage (CPG), alcohol, tobacco, or adjacent regulated categories.

Proven success managing wholesale customers, distributor partners, or strategic retail accounts, with a strong track record of delivering volume, distribution, and execution goals.

Strong understanding of THC, hemp, cannabis, and/or CPG industry dynamics, route-to-market models, and local market execution.

Strong business acumen across key retail channels, especially liquor stores, convenience, and other high-volume independent and chain accounts.

Deep understanding of DSD pricing and margin models. This expertise is critical to driving sustainable growth, ensuring distributor alignment, and building commercially sound customer plans.

Experience analyzing customer, market, and distributor performance data to support tactical execution and long-term planning.

Ability to influence across multiple functional groups and align internal and external stakeholders around shared business goals.

Strong planning, negotiation, presentation, and relationship-building skills.

Highly organized and capable of managing a fast-paced sales pipeline using Salesforce, Excel, Google Suite, and syndicated data tools.

Willing and able to travel extensively within the territory, including retail visits, trade shows, distributor meetings, and partner reviews.

Must be based near a major business and travel hub such as Chicago, Dallas, Miami, or a similar metro area that supports efficient regional travel.

Must be 21+ and hold a valid driver’s license and personal vehicle.

Must hold or be eligible to obtain any state-required permits or licenses for selling hemp and cannabis products.

High standards for integrity, professionalism, and performance.

Experience launching new territories, onboarding new distribution partners, or managing broker networks.

Familiarity with pricing strategy, retail compliance, and channel-specific go-to-market planning.

Experience managing annual account plans, trade programming,…