Senior Manager of Retail Media Partnerships

Dutchie's Advertising team is building the cannabis retail media network that powers advertising across dispensaries' e-commerce and in-store shopping surfaces. As Senior Manager of Retail Media Partnerships, you’ll be the face of Dutchie advertising to our retailer base — winning new accounts onto our advertising platform, negotiating commercial agreements, and expanding accounts by adopting new ad formats. This is a supply-side, relationship-driven BD role where success means building the largest supply of cannabis dispensary advertising in the US and delivering great commercial outcomes to our retailer partners that help them sell more cannabis, faster, at higher margins.

What You’ll Do...

• Prospect, pitch, and close new retailer accounts onto Dutchie’s retail media advertising platform, starting with Sponsored Placements on e-commerce menus
• Build and manage a prioritized pipeline of prospective and existing retailer relationships across multiple states and market segments
• Negotiate contractual ad agreements with dispensaries, handling concerns about advertising’s impact on ecommerce conversion, brand mix shift, and the dispensary’s existing brand relationships
• Re-engage existing accounts to up-sell additional ad formats as they launch, highlighting opportunities and educating retailers
• Partner with Product, Engineering, and Brand Operations teams to relay dispensary feedback to inform Dutchie’s advertising feature roadmap
• Represent Dutchie’s retail media offering at industry events and in direct outreach to decision-makers at large, multi-state operators
• Track and report on monthly/quarterly account growth, format adoption, and revenue impact across your book of business

What You Bring

• Experience in retail media in a related sales/BD function, where you’ve worked with multiple retailers in different categories and levels of advertising maturity
• Experience in the cannabis industry spanning multiple dispensary operators; very strong cannabis expertise with less ad experience will be considered
• Demonstrated business development and negotiation skills, particularly with multi-year, revenue-sharing or tiered-discount deal structures
• Working knowledge of cannabis brand (1P and 3P) and the role advertising and trade spend play in the industry today, plus familiarity with the in-store dispensary customer experience
• Strong relationship-building and communication skills, with the ability to navigate long sales cycles and multiple stakeholders per account. Dutchie plans to work with every dispensary in the country at some level, and ads are part of those larger relationships
• Comfort selling an evolving product suite — able to re-approach existing accounts with new ad solutions as they become available

It’s a Bonus If You...

• Have existing relationships with multi-state cannabis operators (MSOs)
• Are familiar with retail media networks at Amazon, Walmart, Walgreens, CVS, DoorDash, Uber, or Instacart; bonus for experience with Dutchie, IHeartJane, Surfside, Hoodie, or Headset
• Have experience selling or operating in-store advertising or digital signage placements to retailers, via solutions such as Vistar, Barrows, In-Store Marketplace, or others
• Have background in a supply-side or publisher-facing BD role in a mature advertising ecosystem vs. demand-side/advertiser-facing brand sales