Key Account Manager

THE COMPANY:

Juul Labs's mission is to transition the world's billion adult smokers away from combustible cigarettes, eliminate their use, and combat underage usage of our products. We have the opportunity to address one of the world's most intractable challenges through a commitment to exceptional quality, research, design, and innovation. Backed by leading technology investors, we are committed to the same excellence when it comes to hiring great talent.

We are a diverse team that is united by this common purpose and we are hiring the world's best engineers, scientists, designers, product managers, operations experts, and customer service and business professionals. If the opportunity to build your career is compelling, read on for more details.

JUUL is the market leader in the e-Cigarette category with a tremendous amount of growth potential across both Regional Chain Accounts/Distributors and key National Accounts (including non-convenience channels in drug, grocery, and value).

In this role, you will be responsible for building trust, identifying sales and conversion opportunities, negotiating contracts, and leading category management across assigned key retail partners and regional distributors. Additionally, this role encompasses local territory field execution—calling on independent retail doors to manage existing accounts, drive new distribution, execute the Juul Partner Program (JPP), and drive the 4 Ps of retail (Presence, Pricing, Promotion, Product).

This role demands excellence, self-sufficiency, and strong analytical capabilities to develop fact-based category leadership programming and execute win-win retail strategies.

Must live in Territory of Oahu

ROLE AND RESPONSIBILITIES: 

• Account Management & Relationship Building: Oversee customer interactions and build strong, trusted business relationships at the HQ and regional levels with assigned chain accounts, national retail partners, and regional distributors.
• Strategy & Category Leadership: Develop chain-specific sales, distribution, and merchandising strategies that maximize ROI while staying within assigned budgets. Utilize syndicated data (IRI/Nielsen) to provide retail partners with fact-based category insights and actionable recommendations.
• Territory & Field Execution: Actively manage and call on independent retail doors within assigned territory to manage existing business and drive new JUUL placement. Responsibly sell and execute company initiatives, including the Juul Partner Program (JPP), promotions, inventory management, and the 4 Ps of retail (Presence, Pricing, Promotion, and Product).
• Joint Business Planning & Meetings: Lead and facilitate buyer meetings, category reviews, Top-to-Top (T2T) sessions, contracted space management, and inventory resolution.
• Execution & Collaboration: Collaborate with field sales teams, trade marketing, and internal department leads to develop and implement retail programming that elevates sales execution, rate of sale, and incremental product placement.
• Communication & Alignment: Maintain timely, clear, and detailed communications across internal stakeholder groups and external customer partners to drive alignment and program success.
• Performance Tracking: Monitor sales performance, tracking progress against key objectives to drive continuous improvement in sales strategies and processes.
• Perform related duties as assigned, within your scope of practice 

TRAVEL AND OPERATIONAL REQUIREMENTS:

• Field-based role requiring regular travel (estimated at an average of 30–40% based on business needs), including overnight stays for HQ planning sessions, quarterly business reviews, store visits, and internal meetings.
• Must be 21 years of age or older.
• Must possess and maintain a valid U.S. driver's license in good standing for a minimum of the last three (3) consecutive years.
• Reliable vehicle for daily work usage

PHYSICAL REQUIREMENTS:

• Ability to lift up to 30 lbs.
• Ability to visually inspect and manipulate merchandise and advertising displays.
• Ability to frequently stoop, kneel, crouch, or climb/work from heights (9–12 feet) during in-store setups or merchandising activities.

PERSONAL AND PROFESSIONAL QUALIFICATIONS: 

• 5-8 years of account management experience in CPG or tobacco/OTP categories, with experience managing accounts at the HQ level and/or direct field sales experience.
• A history of successfully negotiating key account contracts, expanding footprint in existing accounts, and leading strategic sales initiatives that meet sales targets.
• Strong analytical skills with working knowledge of syndicated data tools (IRI, Nielsen) and CRM/reporting software (Salesforce, Tableau, Excel, PowerPoint).
• Exceptional verbal and written communication skills across executive, cross-functional, and field team environments.
• Highly self-motivated, adaptable, and results-oriented with strong organizational and problem-solving abilities.
• Clear understanding of the JUUL customer and the vapor/OTP industry.

EDUCATION: 

• Bachelor's degree in Business, Marketing, or a related field (or equivalent relevant work experience).

JUUL LABS PERKS & BENEFITS:

• A place to grow your career. We'll help you set big goals - and exceed them
• People. Work with talented, committed and supportive teammates
• Equity and performance bonuses. Every employee is a stakeholder in our success
• Cell phone subsidy, commuter benefits and discounts on JUUL products
• Excellent medical, dental and vision, disability, and life insurance, plus family support, wellness, legal, and employee assistance program benefits
• 401(k) plan with company matching
• Plus biannual discretionary performance bonuses

Juul Labs is proud to be an equal opportunity employer and is committed to creating a diverse and inclusive work environment for all employees and job applicants, without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. We will consider for employment qualified applicants with arrest and conviction records, pursuant to the San Francisco Fair Chance Ordinance. Juul Labs also complies with the employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Juul Labs in the US.