Strategic Account Manager - National Retail Accounts

Peterson Wholesale • Auburn, WA

2d • $135,000 - $175,000

About The Position

The Strategic Account Manager is the primary day-to-day relationship owner for an assigned portfolio of national or regional strategic accounts. The role works with buyers and category managers, developing deep knowledge of each account’s business and representing the company’s category expertise, sourcing capabilities, and private-label partnerships. These accounts are served through depot or warehouse delivery and require strategic relationship management rather than store-by-store selling. The manager is responsible for retaining and growing the assigned portfolio, communicating operational and policy changes to buyers, and representing the company professionally and with category authority.

The position drives revenue growth through assortment expansion, private-label programs, category development, and new business opportunities. It develops proposals and negotiates agreements; monitors account performance and risks; conducts business reviews; and maintains CRM records, forecasts, and pipeline activity. The role collaborates with Category Management, Customer Success, Operations, Supply Chain, and Finance, and represents the organization at customer meetings, trade shows, and industry events.

Requirements

• 5–10 years of sales or account management experience in specialty food, grocery, or consumer packaged goods, including experience managing national or large regional retail accounts.
• A bachelor’s degree in Supply Chain, Business Management, or a related field, or roughly equivalent related years of experience.
• Demonstrated ability to retain and grow complex, high-value account relationships.
• Strong product knowledge in specialty food, cheese, charcuterie, or perishable categories, or a genuine eagerness to develop it.
• Excellent communication, presentation, and negotiation skills.
• Ability to manage buyer communications about operational or policy changes professionally and in a timely manner.

Nice To Haves

• Direct experience managing Costco, Whole Foods, Albertsons, or comparable national accounts.
• Familiarity with private-label development processes in a retail context.
• Experience with CRM tools and structured account planning and business review processes.

Responsibilities

• Serve as the primary point of contact for assigned strategic accounts, building customer relationships and supporting long-term retention.
• Identify, qualify, and develop new business opportunities, driving revenue growth through assortment expansion, private-label programs, and category development.
• Develop proposals, negotiate agreements, and execute account growth strategies aligned with company objectives.
• Monitor account performance, identify risks, and implement retention plans.
• Conduct regular customer business reviews to assess performance, align priorities, and uncover growth opportunities.
• Communicate pricing, product, service, operational, and policy updates, and resolve customer inquiries and issues in a timely manner.
• Maintain accurate CRM records, sales forecasts, and pipeline activity to support business planning and decision-making.
• Stay informed about industry trends, consumer insights, and competitive activity to identify opportunities.
• Partner with Category Management, Customer Success, Operations, Supply Chain, and Finance to deliver customer programs and service execution.
• Lead account planning, including growth plans, forecasting, promotional programs, and performance reviews.
• Communicate customer needs, market insights, and emerging opportunities to support product innovation and category growth.
• Represent the organization at customer meetings, trade shows, and industry events to strengthen relationships and expand business opportunities.

Benefits

• Medical, dental, and vision coverage for eligible employees and covered dependents.
• Employer-paid basic life insurance of $25,000, with additional voluntary coverage options.
• 401(k) retirement plan; employees may contribute after 30 days of employment, with a company match of approximately $0.30 per dollar up to 6% of eligible income.
• A dedicated financial partner to support investment education and planning.
• Commission compensation of up to $50,000 annually.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level