Account Manager, Alternative & Specialty Channel

About the role

We’re hiring an Account Manager, Alternative & Specialty Channel to build and scale Grüns’ alternative sales channels beyond traditional big box retail. This role is responsible for owning strategy, execution, and relationships across specialty, wellness, B2B, and other non-traditional channels that drive incremental revenue, brand credibility, and long-term optionality.

You’ll act as the dedicated business owner for the Alt & Specialty channel, identifying where we can win on product differentiation, margin structure, and brand fit — and moving quickly from hypothesis to execution.

This role is part of our remote HQ! We operate in a fully remote, high-trust environment and come together quarterly for off-sites. This role also requires monthly travel to support key retail partners and business priorities.

In this role, you will:

• Own the Alternative & Specialty channel end-to-end, acting as the primary point of accountability for strategy, execution, performance, and relationships.
• Identify, validate, and prioritize non-traditional sales channels including specialty retail, wellness, B2B, travel, military, beauty, sporting goods, and indie retail.
• Build and maintain a 12–18 month channel roadmap, sizing opportunities and ranking them by revenue potential, margin, strategic fit, and scalability.
• Establish a monthly sales and performance cadence, delivering clear updates, insights, and forward-looking opportunities to leadership.
• Own and scale Faire Wholesale, driving new retailer acquisition, repeat purchase, promo strategy, and product visibility.
• Develop and execute promo plans and calendars that are efficient, on-brand, and margin-aware.
• Standardize pricing, promos, and terms wherever possible, treating one-off deals as the exception.
• Build CRM structure and playbooks to track pipeline health, velocity, and ROI — making the channel easier to scale over time.

We're looking for someone who:

• Has 5+ years of CPG sales experience, with direct ownership of multiple accounts (buyers, brokers, merchandising, operations).
• Brings a strong understanding of specialty and alternative channel economics, merchant strategies, and vendor expectations.
• Has a proven track record expanding distribution, door counts, and off-shelf programs (features, endcaps, promos).
• Is highly analytical and comfortable translating data into clear, compelling sell-in stories and internal recommendations.
• Is fluent in Excel/Sheets and presentation tools, with experience building models, dashboards, and sales materials.
• Has hands-on experience with Faire Wholesale.

Approach to the role:

• Acts like an owner, not an account manager — fully accountable for P&L, relationships, and execution.
• Brings a strategic lens with hands-on follow-through, moving easily between planning and doing.
• A confident negotiator who advocates for what’s right for the business.
• Curious, resourceful, and disciplined — tests fast, learns quickly, and kills low-impact work early.
• Passionate about health and nutrition, motivated by building meaningful brand presence in the right places.
• Embodies a “nothing is below me” mindset — willing to do whatever it takes to win.

Compensation & Benefits:

At Grüns, we're committed to providing a competitive total compensation package — grounded in market data that considers our size, stage, industry, and location. For this role, the base salary range is between $120,000-$140,000 depending on experience. Beyond base salary, we offer competitive equity packages and a comprehensive set of benefits designed to support the well-being, growth, and balance of our team.