[Hiring] Key Account Manager & Merchandiser @Shinesty

Role Description

The ideal candidate combines the commercial instincts of a salesperson with the analytical and product skills of a well-trained merchant/buyer.

You will own, grow, and strengthen Shinesty's most important retail partnerships. This is not a passive account-management role: you're accountable for understanding each retailer's business, improving sell-through, increasing reorders, expanding assortments, and earning additional doors.

You'll work on a two-person team with our Key Account Executive, who is primarily responsible for opening new accounts and relationships.

• Own account strategy and buyer communication, reorders and sell-through performance, marketing activations, merchandising, door expansion, forecasting and execution, and long-term revenue growth.
• Participate in important pitches and expansion opportunities.
• Ensure a coordinated Shinesty team experience for the retailer with clear internal ownership and no dropped handoffs.

Qualifications

• 5–10 years in retail merchandising, buying, or wholesale account management.
• Comfort selling to retail buyers and asking for what you want.
• Experience owning a category, a major retailer relationship, or a meaningful portion of a retail business.
• Strong retail math: sales, margin, inventory, turns, weeks of supply, markdowns, units per door per week.
• Proven ability to turn analysis into a clear commercial recommendation and present it to buyers or senior retail stakeholders.
• Excellent communication, relationship-building, and negotiation skills; able to influence without formal authority.
• High ownership, urgency, and follow-through; comfortable in an entrepreneurial company without big-company support structure.
• Willingness to travel for retailer meetings, line reviews, store visits, and trade shows.

Requirements

• Own the day-to-day and strategic relationships with assigned wholesale accounts once they are handed over.
• Build annual and seasonal account plans covering revenue, assortment, doors, departments, and promotions.
• Grow revenue through reorders, expanded assortments, new categories, and increased door penetration.
• Identify underperforming stores, products, and programs, and build clear plans to fix them.
• Turn strong sell-through into persuasive expansion recommendations for buyers and senior merchants.
• Ensure we get pre-books from key accounts in advance of production.
• Build trusted relationships with buyers, merchants, planners, and allocators at each account.
• Develop a detailed understanding of each retailer's customer, assortment strategy, calendar, and internal decision-making.
• Lead recurring business reviews, line reviews, and sell-through conversations on a consistent cadence.
• Present performance and opportunities in a way that helps buyers advocate for Shinesty internally.
• Use account-, SKU-, and door-level data to recommend the right products, quantities, pricing, and promotions.
• Partner with design, product, and merchandising to build retailer-specific assortments and represent wholesale in internal planning.
• Analyze sales, margin, inventory, turns, weeks of supply, and units per door per week.
• Identify assortment gaps that could unlock meaningful wholesale growth.
• Monitor sell-through, inventory levels, and order patterns across accounts to spot replenishment needs before the retailer does.
• Build and maintain replenishment forecasts and reorder recommendations with planning and supply chain.
• Track fill rates, in-stocks, and lead times; flag risks to on-time, in-full delivery.
• Maintain accurate account forecasts by retailer, category, and season, and keep account plans, pipelines, and next actions current in our CRM.

Benefits

• Work from home (please note travel is expected, extensively at some points).
• 2027 On Target Earnings: $100k-$140k (please note this is a mix of base and sales-based bonus/commission).
• Laptop + whatever other equipment you need.
• Access to any AI platform that will make you better at your job.
• Medical, dental, vision insurance.
• Dog-friendly office.
• Flexible PTO, no need to accrue time take as much as you’d like.
• Flexible working hours, get your work done and generate results.
• Discounted and free products.
• Work every day with an incredibly smart, fun, and creative team.