Wholesale Account Manager - TN

Seeking Health • Bellingham, WA

4d • Onsite

About The Position

The Wholesale Account Manager is responsible for the growth of Seeking Health’s wholesale channel and the health of every relationship within it. The primary focus is growth through relationships: expanding revenue from the existing customer base, winning new accounts, and building partnerships that turn buyers into customers for life. The Wholesale Account Manager also oversees a small wholesale department and ensures the team reads, understands, and complies with contract terms, pricing policy, and account requirements. This role is key to opening the brick-and-mortar retail channel, which Seeking Health does not currently serve, and is a strategic goal for this position. The ideal candidate will have established relationships with retail buyers, distributors, or brokers to scale the brand into this new channel.

Requirements

• 7+ years of experience in wholesale account management, business development, or B2B sales.
• Established, active relationships with buyers, distributors, or brokers in the brick-and-mortar retail space, and a demonstrated ability to convert those relationships into shelf placement for a brand that is new to the channel.
• Demonstrated success both growing revenue within an existing account base and retaining accounts over the long term.
• Demonstrated success prospecting and closing new business against measurable targets.
• Experience managing, coaching, and developing direct reports.
• Ability to read, review, and understand contracts, pricing terms, and account agreements.
• Genuine relationship-building instincts: curious about customers' businesses and motivated by their success, not just by the order.
• Highly motivated and self-directed, with excellent business development skills across prospecting, qualifying, pitching, negotiating, and closing.
• Excellent verbal and written communication, including confident presentation to buyers, in person or remotely.
• A working understanding of wholesale pricing, margin structure, and terms.
• Proficient with CRM and office software, quick to learn new systems, and comfortable building and acting on sales reports.
• Excellent organizational skills and attention to detail, with the ability to meet deadlines and work independently.
• Passionate about customer care and about health and helping others, and willing to give and receive constructive feedback.

Nice To Haves

• Experience in the dietary supplement, nutraceutical, natural products, or health and wellness industry.
• Working knowledge of distributor and broker models, retailer onboarding requirements, and retail margin, slotting, and promotional expectations.
• Experience administering minimum advertised price (MAP) policy, managing channel conflict, and building sales collateral and customer training materials.

Responsibilities

• Own wholesale channel growth and deliver against annual revenue and retention targets.
• Build durable relationships across all designated account tiers, maintaining a consistent cadence of proactive touches and order follow-up.
• Grow revenue within the existing base through additional SKUs, additional locations, larger orders, and increased order frequency.
• Serve as a trusted advisor on product selection, formulation, and merchandising.
• Monitor account health, including order frequency, average order value, and lapsed accounts; intervene early when an account is at risk and resolve issues quickly.
• Gather and relay customer feedback to inform product, packaging, and program decisions.
• Prospect, qualify, and close new wholesale accounts; maintain a qualified pipeline with current CRM records and accurate forecasting.
• Prepare and deliver persuasive pitches, proposals, and product presentations.
• Negotiate pricing, terms, minimums, and promotional support within approved margin guidelines.
• Complete due diligence on new account applications accurately and efficiently, keep account documentation current, and onboard new accounts.
• Open the brick-and-mortar retail channel from the ground up, leading with existing buyer, distributor, and broker relationships to secure Seeking Health’s first retail placements.
• Build and execute a phased plan that prioritizes target retailers such as independent health food and supplement stores, pharmacies, practitioner and clinic accounts, co-ops, and regional chains.
• Partner with Marketing on retailer-facing tools including line sheets, sell sheets, training materials, and merchandising recommendations.
• Drive sell-through as well as sell-in for retail accounts.
• Network actively, represent Seeking Health at trade events and buyer showcases, and keep abreast of trends, competitor activity, and pricing in the field.
• Lead, coach, and develop a small wholesale department: set priorities and clear performance expectations, hold regular one-on-ones, model a relationship-first approach, and build department capacity.
• Read, understand, and train the department on contract terms, pricing policy, and account requirements; enforce pricing and contract compliance and address violations promptly.
• Manage the approval process for pending orders and place orders received through the CRM system.
• Generate and analyze reports covering revenue by account and tier, retention and reorder rates, and pipeline, and act on what they show.
• Prepare and present results, forecasts, and channel strategy to the CEO regularly.
• Manage the wholesale account annual audit process and keep accurate records.
• Partner with Operations, Fulfillment, and Marketing on forecasting, inventory availability, and on-time delivery.
• Adhere to Seeking Health's Core Values and to other duties as assigned.

Benefits

• Medical, dental, and vision insurance, with Seeking Health contributing 100% of the employee premium
• 401(k) retirement plan with a company match of up to 6%
• Paid time off, paid holidays, and paid sick leave
• Employee product discount
• Life and/or disability insurance

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed