Key Account Manager – Online Wholesale
COYUCHI, San Francisco, California, United States, 94199
For over 30 years, Coyuchi has been connecting people to the restorative power of natural textiles and premium organic home goods. Coyuchi created a market for luxury organic home textiles before there was one by crafting luxurious, coastal, and vintage-inspired bedding, sheets, towels, and more. Coyuchi sources the finest organic fibers globally using 100% certified organic fibers and continues to innovate its products and business model to move the industry and the consumer toward sustainability and circularity, pioneering conscious luxury without compromise.
Coyuchi is a multi-channel business and operates through Coyuchi.com, our store in Point Reyes Station, a robust network of specialty retailers, hospitality accounts and partners like Saks, Bloomingdales, Nordstrom, Anthropologie as well as Amazon and other online Marketplaces.
About the Role
Coyuchi is looking for an experienced Key Account Manager to join our team and lead online wholesale strategy. This role oversees the execution + performance of key accounts across department stores, registries, and marketplaces to achieve profitable growth. Our ideal candidate is a customer-obsessed, creative problem solver who uses data to inform decision making. You should have strong communication skills and be comfortable collaborating with and presenting concepts across key stakeholders and leadership both internally and externally. You will be Responsible for
Managing Key Accounts relationships alike Saks, Neiman, Nordstrom, Bloomingdales: drive annual business goals, define initiatives to drive growth, margin and increase share Building key accounts plans, including analyzing account performance and identifying opportunities for growth (e.g., sponsored products, pricing + promotions, content improvements, customer assortment whitespace, etc.) Prepare Annual and Quarterly Account plans, present to Buyers and obtain Buy-In, including negotiations with the support of the VP of Sales Working with Merchandising + Inventory Planning to define assortment strategies by account to increase sales, margin, conversion, & brand awareness and best align offering to the pyramid of distribution Serving as the primary point of contact for the brand, build trusted relationships and represent Coyuchi in front of the key stakeholders (travel and meeting with Buyers) Forecasting account performance and summarize achieved results for the weekly business recaps + quarterly hindsight (assortment optimization, pricing strategy, promotional ROI, etc.) Identifying opportunities for process and ops improvements to reduce time, save cost, and drive scalability, including automation Conduct competitive research and provide analytical insights to Key Accounts to justify increasing their business with Coyuchi (e.g., our margin contribution, share of shelf, sustainable brands growth, competitive comparisons) Effectively leverage Coyuchi’s quality and heritage to differentiate from competition Partnering with Marketing/Creative to ensure online product pages reflect Coyuchi’s premium positioning and sustainability story Ensuring accuracy and consistency across product content (copy, imagery, certifications, naming, assortment visibility) Representing Coyuchi professionally and confidently in partner meetings, with strong preparation and follow-through What We’re Looking For
Minimum of 5+ years’ experience, preferably within category or marketplace management Minimum of 1-2+ years’ experience working with Mirakl, or similar. Strong financial acumen and advanced proficiency in
Excel
(pivot tables, lookups, data QA). Experience in Wholesale/B2B Account Management: Sales and Margin management, Pricing/Terms negotiations, Forecasting, Relationship management. Strong relationship management skills Experience with premium home, textiles, apparel, or consumer goods brands Familiarity with drop-ship + marketplace operations (including EDI, portals) Strong understanding of merchandising and digital conversion drivers Ability to travel to accounts nationwide up to 25% Strong organizational, communication and skillsli> Proficient in Microsoft Office Suite, specifically Microsoft Excel & Google Sheets, Seller Central or similar, in addition to other online vendor portals.
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Coyuchi is looking for an experienced Key Account Manager to join our team and lead online wholesale strategy. This role oversees the execution + performance of key accounts across department stores, registries, and marketplaces to achieve profitable growth. Our ideal candidate is a customer-obsessed, creative problem solver who uses data to inform decision making. You should have strong communication skills and be comfortable collaborating with and presenting concepts across key stakeholders and leadership both internally and externally. You will be Responsible for
Managing Key Accounts relationships alike Saks, Neiman, Nordstrom, Bloomingdales: drive annual business goals, define initiatives to drive growth, margin and increase share Building key accounts plans, including analyzing account performance and identifying opportunities for growth (e.g., sponsored products, pricing + promotions, content improvements, customer assortment whitespace, etc.) Prepare Annual and Quarterly Account plans, present to Buyers and obtain Buy-In, including negotiations with the support of the VP of Sales Working with Merchandising + Inventory Planning to define assortment strategies by account to increase sales, margin, conversion, & brand awareness and best align offering to the pyramid of distribution Serving as the primary point of contact for the brand, build trusted relationships and represent Coyuchi in front of the key stakeholders (travel and meeting with Buyers) Forecasting account performance and summarize achieved results for the weekly business recaps + quarterly hindsight (assortment optimization, pricing strategy, promotional ROI, etc.) Identifying opportunities for process and ops improvements to reduce time, save cost, and drive scalability, including automation Conduct competitive research and provide analytical insights to Key Accounts to justify increasing their business with Coyuchi (e.g., our margin contribution, share of shelf, sustainable brands growth, competitive comparisons) Effectively leverage Coyuchi’s quality and heritage to differentiate from competition Partnering with Marketing/Creative to ensure online product pages reflect Coyuchi’s premium positioning and sustainability story Ensuring accuracy and consistency across product content (copy, imagery, certifications, naming, assortment visibility) Representing Coyuchi professionally and confidently in partner meetings, with strong preparation and follow-through What We’re Looking For
Minimum of 5+ years’ experience, preferably within category or marketplace management Minimum of 1-2+ years’ experience working with Mirakl, or similar. Strong financial acumen and advanced proficiency in
Excel
(pivot tables, lookups, data QA). Experience in Wholesale/B2B Account Management: Sales and Margin management, Pricing/Terms negotiations, Forecasting, Relationship management. Strong relationship management skills Experience with premium home, textiles, apparel, or consumer goods brands Familiarity with drop-ship + marketplace operations (including EDI, portals) Strong understanding of merchandising and digital conversion drivers Ability to travel to accounts nationwide up to 25% Strong organizational, communication and skillsli> Proficient in Microsoft Office Suite, specifically Microsoft Excel & Google Sheets, Seller Central or similar, in addition to other online vendor portals.
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