Account Manager

We are seeking a dynamic and results-driven Account Manager – Market Development to lead a strategic program in the smoke-free tobacco category. This role combines client service excellence, sales leadership, and team development to ensure program success. We are looking for a natural leader who values authenticity and collaboration, capable of mentoring a field team, and driving advocacy and adoption through insight-led strategies.

The Account Manager acts as a key partner to the client and retail stakeholders, driving territory-specific strategies that align with shared objectives. The successful candidate will manage and mentor a team of Territory Sales Representatives responsible for driving adoption of smoke-free alternatives amongst legal-age smokers and nicotine users. As a field-based leadership role, it requires flexibility beyond a traditional 9–5 schedule. Candidates should be comfortable with variable hours, travel within their territory, and hands-on engagement with their direct reports and retail partners.

Field Team Leadership & Coaching (50%)

· Partner closely with our internal recruitment team in interviewing and hiring candidates who meet the required skills and competencies.

· Conduct regular in-field visits and work-withs to observe performance, provide one-on-one coaching, and deliver timely feedback.

· Motivate and inspire the team to achieve and exceed targets, fostering resilience and confidence in handling objections and rejections.

· Build a collaborative, high-performance team culture built on transparency, accountability, and shared success.

· Educate and guide the team on evolving consumer behaviors and category insights to optimize execution.

· Promote the exchange of insights and best practices across the team to drive continuous improvement.

· Demonstrate authentic leadership by listening actively, addressing challenges with compassion, and creating an environment where people can perform at their best.

Strategic Partnership & Territory Development (30%)

· Build and maintain strong, positive relationships with retail stakeholders

· Recognize opportunities to accelerate adoption and co-create solutions with retail stakeholders to maximize program outcomes.

· Design and execute territory-specific strategies that strengthen retailer engagement.

· Provide actionable insights and recommendations to drive success and achieve or exceed performance targets.

Administration & Reporting (20%)

· Lead team communications, ensure reporting accuracy, and oversee KPI tracking.

· Manage expenses, ensure training completion and compliance, and prepare performance summaries with actionable insights.

· Provide leadership and the client team with actionable market insights, performance optimizations, and best practices to bolster program success.

Minimum 3–5 years of experience in account management, sales leadership, and team coaching with proven results achieving KPIs.

· Demonstrated ability to independently lead and manage a dispersed field team, ensuring accountability, regulatory compliance, and performance excellence.

· Proven ability to establish strategic partnerships through consultative engagement.

· Professional experience in retail partner management/retailer network development will be viewed as a strong asset.

· Strong interpersonal skills with a magnetic, approachable presence that inspires trust and engagement.

· Skilled in objection handling and guiding others to overcome challenges.

· Understanding of key trends with legal age smokers and nicotine users.

· Exceptional organizational skills and attention to detail for managing schedules, reporting, and compliance.

· Comfortable working in-field and stepping into sales roles when needed.

· Proficient in Microsoft Office Suite.

· Valid driver's license and reliable personal vehicle required.