Key Account Manager - Natural Products Channel

About the Role

This position is with a client brand (not ForceBrands directly) operating in the rapidly expanding wellness sector, specializing in premium CBD, THC, and functional beverage products. The portfolio is noted for its transparency, USDA Organic certification, innovation, and a vertically integrated production approach. This role focuses on expanding the presence of these products within the natural products channel, including adaptogenic, nootropic, functional, mushroom, and non-alcoholic beverages.

Key Responsibilities

• Identify and target key natural product accounts, customizing strategies for multiple functional lines.
• Expand distribution through KeHE and UNFI, coordinating rollouts with new retailers.
• Manage natural channel brokers by recruiting, onboarding, setting expectations, and ensuring alignment with sales strategies.
• Own the full sales cycle from pipeline creation to closing initial purchases and securing ongoing orders.
• Drive growth in existing accounts by increasing reorder rates and placement breadth, collaborating with marketing to support product sell-through.
• Maintain detailed sales forecasting and pipeline management in partnership with the VP of Sales.
• Work closely with marketing and operations for promotional materials, displays, and supply chain readiness.

Required Qualifications

• Minimum 5 years of experience selling to the natural products channel with established relationships at major natural chains (e.g., Whole Foods, Sprouts) and distributors such as KeHE and UNFI.
• Proven success marketing functional or better-for-you beverages within the natural channel.
• Highly self-driven with excellent social skills to build and nurture buyer relationships and a strong follow-through ethic.
• Expertise in category knowledge regarding functional beverages and mushroom gummies, with the ability to successfully introduce new products.
• Strong CRM and sales pipeline discipline with an aptitude for reliable forecasting and data reporting.
• Willingness and ability to travel up to 50% of the time for meetings, trade shows, and key market visits.
• Capability to manage account ownership effectively and collaborate with fractional resources and distinct sales groups to prevent channel conflicts.

Preferred Qualifications

• Experience in functional, cannabis, adult alternative, or non-alcoholic beverage sectors.
• Track record in securing and growing retail partnerships across multiple retail formats.
• Familiarity with DSD and beer wholesaler distribution channels.
• Direct retailer experience in vitamins, minerals, and supplements (VMS) categories is a plus.
• Participation in launching emerging brands and trade show experience (e.g., Expo West).

Additional Information

This role offers the opportunity to steer the natural products channel for an innovative brand with autonomy, clear leadership access, and uncapped earning potential through performance-based compensation. The position is fully remote with flexible arrangements but requires significant travel up to half the time.

Compensation & Benefits

• Competitive base salary.
• Performance-based bonuses.
• Equity participation opportunities.
• Comprehensive benefits package.

Work Environment

A collaborative and supportive culture grounded in organic integrity, career growth prospects, and flexibility in remote working are emphasized.