Account Manager - Mass Channel in Sales

Kitsch LLC•Los Angeles, CA

3d•Remote

About The Position

KITSCH is seeking a relationship-driven, commercially minded Account Manager to join our growing team. The ideal candidate will own a portfolio of retail accounts end-to-end — from relationship to revenue. You will be responsible for driving customer retention and revenue growth, executing channel-specific strategies, and leading a team of Sales Coordinators. Candidates should have a strong retail sales background, an analytical mindset, and the cross-functional fluency to collaborate effectively with Finance, Supply Chain, Product Development, and Marketing.

Requirements

3-5+ years managing retail accounts in CPG, beauty, or consumer products.
Familiarity with Target, Ulta, and Walmart channels strongly preferred.
Analytical mindset with comfort in syndicated data tools (IRI, Nielsen, SPINS), sell-through metrics, contribution margin analysis, and trade spend ROI evaluation.
Proven ability to build and maintain productive, long-term partnerships with retail buyers, category managers, and distributor contacts.
Cross-functional fluency with experience working alongside Finance, Supply Chain, Product Development, and Marketing teams.
Experience managing, coaching, or mentoring junior team members with the ability to delegate effectively and develop talent.
High attention to detail and strong follow-through on compliance requirements including retailer portals, OTIF, and chargebacks.
Ability to manage multiple accounts simultaneously in a fast-paced, high-volume environment without sacrificing accuracy.
Strong written and verbal communication skills with the ability to prepare and present compelling business reviews, line review decks, and sell-in materials.

Responsibilities

Build and maintain strong relationships with key retail customers, distributors, and stakeholders by serving as the primary point of contact.
Manage regular communication cadences with all key retail partners and drive account retention and satisfaction across the full portfolio.
Represent the brand with professionalism and strategic intent in every retailer interaction.
Analyze sales data, market trends, and competitive activity to inform and execute account strategy aligned with the Director of Mass.
Lead Line Review meetings and secure new item distribution across your channel.
Identify and act on whitespace and expansion opportunities within existing and target accounts.
Plan, execute, and reconcile trade spend in partnership with Finance, with a focus on ROI, efficiency, and profitability.
Evaluate promotional performance and eliminate underperforming activity.
Maintain a forward-looking promotional calendar aligned to retailer windows.
Lead the sell-in and in-market execution of new product launches, ensuring distribution commitments are secured ahead of go-live.
Coordinate cross-functionally on inventory readiness, compliance, and retailer portal requirements.
Monitor and report on post-launch performance across all accounts.
Identify and pursue brand block improvements and incremental display opportunities with retail partners.
Align display and reset activity to retailer calendars and seasonal windows.
Ensure all in-store programs meet profitability standards.
Define roles, responsibilities, and priorities for Sales Coordinators and lead them with clear expectations and accountability.
Coach and develop team members through regular feedback, check-ins, and performance conversations.
Identify gaps and build team capacity to meet evolving channel needs.
Maintain forecast alignment with the Inventory team and flag risks proactively.
Drive resolution of chargebacks and compliance issues in collaboration with relevant internal teams.
Act as the primary liaison between retail partners and internal stakeholders to ensure timely and effective resolution.