Account Manager - Natural Channel

About TRUFF

TRUFF is a premium condiment brand centered on truffle flavor and a bold heat profile. The company began in 2015 when the founders created the food and lifestyle Instagram account @sauce. In 2017, they introduced TRUFF Original Hot Sauce, which gained major attention after being chosen by Oprah as one of her Favorite Things. Since then, TRUFF has appeared on Oprah's Favorite Things list for six straight years and has expanded into additional condiment lines such as pasta sauce, mayo, oil, and seasonings. The brand is known for elevating everyday meals with a distinctive premium taste and aroma.

TRUFF is now sold in more than 15,000 retail locations nationwide. The business is focused on strengthening its digital roots while continuing to grow its retail presence.

The Role

The Account Manager for the Natural Channel will act as a key commercial partner for TRUFF's retail customers. This person will oversee daily sales activity, help grow the business, and maintain strong relationships with distributors and brokers. The role includes account planning, promotion execution, and trade spend oversight, with a focus on making sure TRUFF's retail strategies are carried out effectively. It also involves identifying business opportunities, building sales strategies, and developing long-term customer relationships within the natural channel. The position is fast-paced, growth-oriented, and reports to the CCO.

What You'll Own

• Create annual account plans that align revenue, distribution, and promotional targets with overall growth objectives.
• Build reliable forecasts for volume, promotional lift, and trade requirements.
• Set tracking measures and KPIs to support strong execution.
• Manage everyday customer relationships and sell-in for new items, packaging, and innovation.
• Develop and sustain long-term customer partnerships that support organic growth and company goals.
• Execute promotional calendars and in-store activations together with Marketing and Trade teams.
• Work cross-functionally to meet customer timelines and requirements.
• Use syndicated data, retailer insights, and category trends to shape planning.
• Grow distribution, secure secondary placements, and drive additional volume.
• Handle national and distributor trade show planning and execution.
• Prepare data-backed sell stories and category reviews, and represent TRUFF in important meetings and events.
• Manage broker relationships to improve business outcomes.
• Oversee trade budgets with a focus on ROI, deductions, promotional efficiency, and sales performance.
• Assess market opportunities, challenges, and risks, then turn them into action plans.
• Forecast sales and promotional activity for current and new products on a monthly basis.
• Identify relationship and forecast risks early and recommend mitigation steps.
• Ensure adherence to customer terms, contracts, and promotional rules.
• Monitor execution across supply chain and retail channels and resolve issues quickly.

Qualifications

• 3 to 5 years of progressive sales experience in CPG, preferably in Food & Beverage and regional natural channel account management.
• Good understanding of retail customer behavior, promotional planning, and trade spend control.
• Background in working with brokers and both small and large direct retailers.
• Proven ability to manage and grow accounts at fast-scaling small and mid-sized brands.
• Experience using syndicated data platforms such as Nielsen, IRI, or SPINS, along with retailer portals.
• Exposure to customer-specific P&L management and meeting strong revenue goals.
• Strong interpersonal, listening, speaking, presentation, detail-oriented, and written communication skills.
• Ability to stay organized and manage time effectively.
• Self-motivated and comfortable handling multiple priorities at once.
• Works well across teams and contributes to company mission, values, and overall business goals.
• Open to learning, direction, and professional guidance.
• Ownership-driven and receptive to coaching for performance improvement.
• Team-focused, supportive, and committed to maintaining morale and purpose.
• Willing to travel 15% to 20%.

Why TRUFF

• Consumer demand is already strong, with customers actively engaging with and advocating for the brand.
• You will have direct access to founders and senior leaders in a collaborative environment where your ideas can influence the business.
• TRUFF is in an important growth stage, with new product development, distribution expansion, stronger storytelling, and continued investment in the company.
• This role offers the chance to help build a high-quality, innovative brand while forming meaningful retail partnerships in a fast-moving setting.

Benefits

• Performance bonus
• Equity incentive plan
• Medical, dental, vision, and life insurance coverage
• 401(k) plan with 3% company match
• Generous PTO, sick leave, holidays, and parental leave
• Wellness, internet, and cell phone stipends
• Company-issued laptop