Eastbound Collective

Wholesale Account Manager Job Description

Position Summary:
 

The Cannabis Account Manager is responsible for managing and growing retail dispensary partnerships within an assigned territory. This role serves as the primary connection between Brix Cannabis and its retail partners, ensuring strong relationships, consistent product placement, and sustained revenue growth. The Cannabis Account Manager translates company marketing strategy and sales goals into real world execution at the dispensary level. They ensure campaigns are deployed effectively, inventory remains in stock, and product performance is communicated back to leadership. This position is both relationship-driven and performance-focused. The right candidate will not simply take orders. They will actively grow the market presence of Brix Cannabis by identifying opportunities, strengthening partnerships, and executing strategy at the retail level.

Account Development & Retail Partnerships
• Manage and grow assigned retail accounts within the territory
• Serve as the primary point of contact for buyers, managers, and retail teams
• Build long-term relationships that drive repeat purchasing and loyalty
• Conduct regular store visits to strengthen partnerships and assess opportunities
• Identify and pursue new retail account opportunities

Sales Execution & Revenue Growth
• Achieve monthly, quarterly, and annual sales targets
• Expand product placement across dispensary menus and displays
• Identify upsell and cross-sell opportunities across product categories
• Present and secure placement for new product launches
• Support promotional efforts and retail campaigns
• Monitor reorder cycles and proactively prevent stockouts

Campaign Deployment & Retail Activation
• Execute monthly marketing campaigns within assigned retail accounts
• Pitch campaign promotions and product focuses to dispensary buyers
• Secure promotional placements and retail visibility opportunities
• Ensure marketing activations are implemented properly at store level
• Support vendor days, pop-ups, and other retail engagement events

Inventory Management & Forecasting
• Forecast demand based on sales trends and campaign activity
• Monitor sell-through data and SKU performance across accounts
• Ensure accurate order processing and coordination with operations teams
• Maintain strong in-stock positions during promotional periods
• Align ordering patterns with marketing initiatives and product launches

Market Intelligence & Competitive Monitoring
• Monitor competitor pricing, promotions, and product launches
• Track retail market trends within assigned territory
• Gather feedback from buyers and budtenders on product performance

Operational Expectations
• Maintain regular presence in dispensaries across the territory
• Communicate account performance and market insights to leadership
• Execute marketing campaigns with consistency and professionalism
• Maintain accurate reporting of sales activity and retail engagement
• Identify opportunities to increase product visibility and revenue
• Represent the Brix brand professionally in all retail environments
• Support broader company initiatives as needed

Key Performance Indicators
• Revenue growth within assigned accounts
• New retail account acquisition
• Product sell-through and SKU performance
• Retail account retention and expansion
• Territory market share growth
• Accurate and timely order management

Required Qualifications
• 3+ years of sales or account management experience
• Strong relationship-building and negotiation skills
• Ability to manage multiple retail accounts simultaneously
• Analytical mindset with ability to interpret sales data
• Strong communication and organizational skills
• Ability to travel regularly to retail accounts within territory

Preferred
• Cannabis industry sales experience
• Experience working with retail buyers and dispensary operations
• Experience with CRM systems and sales reporting tools
• Experience launching products in regulated markets

Physical Requirements
• Travel to dispensaries and event locations within assigned territory
• Ability to transport marketing materials and product samples
• Ability to stand for extended periods during retail activations
• Occasional evenings and weekends for events or vendor days