Key Account Manager

Key Account Manager - Natural Products Industry (Supplements)

The Key Account Manager (Natural Channel) is responsible for managing distributor and retailer relationships across the U.S. Natural Products Channel. This includes national natural retailers (e.g., Whole Foods, Sprouts), regional chains, cooperatives, and distributor partners (UNFI, KeHE). The Key Account Manager will focus on account retention and growth, execution of trade and promotional programs, and ensuring the brand's success in the natural retail space.

This position reports to the Head of Global Sales

What you'll be doing:

Account & Distributor Management

• Serve as the primary liaison for UNFI, KeHE, Whole Foods, Sprouts, and other key natural accounts.
• Create & execute business plans for assigned accounts using data-driven insights. Leverage tools like SPINS, CRISP sales reports, and NetSuite Sales data to support strategic decisions.
• Negotiate pricing, promotions, and new product introductions in alignment with company strategy.
• Build promotional calendars and track ROI on trade spend.
• Manage and track distributor deductions and work with Sales/Accounting team to dispute as needed.
• Maintain strong relationships with category managers, buyers, replenishment managers, and distributor reps.

Sales Execution & Growth

• Deliver annual sales targets for assigned accounts within the NaturalChannel.
• Drive distribution expansion, shelf presence, and promotional compliance at key accounts.
• Track and report on account performance (velocity, promo lift, category trends).
• Provide a rolling sales forecast and collaborate with Operations to ensure alignment on inventory, fulfillment, and demand planning.
• Manage trade spend budget for assigned accounts.

Cross-Functional Collaboration

• Partner with marketing to develop customer-specific programs and align brand strategies with account needs.
• Collaborate with supply chain and operations to ensure order fulfillment and service levels.
• Support product launches by securing approvals and ensuring on-time execution in retail.

Channel Expertise

• Monitor trends in the natural/organic supplement industry, providing insights to leadership.
• Maintain awareness of competitor activities in the Natural Channel.
• Share marketplace learnings to inform global sales strategy.

What we're looking for:

• HighSchool Diploma, GED, or equivalent is required.
• Minimum of 3+ years of experience working in sales, marketing, or channel management.
• Strong understanding of Natural Products channels. (Whole Foods Market, Sprouts and/or Fresh Thyme preferred). Current relationships with supplement buyers a plus.
• Experience working with Distributors (KeHE and/or UNFI).
• Proven experience managing key retailers, developing long-term relationships, and delivering on sales objectives.
• Must be a self-starter, organized, and detailed-oriented with a strong commitment to accuracy. Ability to prioritize tasks, manage time effectively, and meet deadlines.
• Must be able to follow instructions and work independently and as part of a team.
• Must display exceptional follow-up and follow-through skills.
• Must display creative thinking, have a problem-solving aptitude, growth mindset, and focus on continuous improvement.
• A high comfort level with Microsoft Office, especially Excel is required.
• Excellent phone, written, and presentation skills. Personable attitude, and comfort in interacting with a wide variety of customers and/or vendors is required.
• Proficiency in analytical tools and ability to analyze sales data for effective presentations.
• Experience working in a Natural Food or Health Store retail environment is plus.
• Experience selling premium brands in the Natural Channel is a plus.
• Knowledge of Omega-3 products and health benefits a plus.
• Experience with reporting tools (NetSuite, CRISP, KeHe Connect, UNFI Insights, SPINS, Floret deduction management) desired.

Travel Requirements:

10% travel to visit customers, industry trade shows, offsite meetings/training events, and conferences is expected. This may go up or down based on the individual year. Attendance of all major industry trade shows at which Wiley's Finest is an exhibitor is expected. Regular travel is not expected to exceed thirty (30) business days per year.

This is a full-time, salary-exempt position. The standard corporate office hours are 8:00AM to 5:00PM EST, Monday through Friday. Employees are expected to be available to support meetings and business needs during these hours, regardless of local time zone.

The Company complies with all applicable federal and state wage and hour laws.

Why Join Us?

You’ll be part of a dynamic team in an innovative company that values hard work, collaboration, and personal growth. We offer a competitive salary based on experience and knowledge, along with an attractive benefits package that includes:

• Company-paid premiums for Health, Dental, Vision, Life, and Disability insurance
• 401(k) plan with company match
• Paid Parental, Vacation, Sick, Holiday, and Bereavement leave

Who we are:

Wiley’s Finest®, a Wiley Companies brand, focuses on science-driven supplements that make a significant impact on human and environmental health. We launched in 2012 as Wiley’s Finest® Wild Alaskan Fish Oil with the mission to bring consumers high-potency, sustainably sourced Omega-3s. We have since evolved our mission with the introduction of our Plant Powered Nutrition and Nutriment Plus product lines, which provide essential nutrients to people with diverse dietary needs at any stage of life. Our roots go back to the founding of Wiley Organics Inc. in 1981. Today, Wiley Companies is a family of experts and brands driven to nurture a lasting, positive effect on the world through the innovative power of chemistry.

To learn more, visit us at www.wileysfinest.com.

If you're ready to take the next step in your career and drive success in an innovative company, we’d love to hear from you!