Senior Manager of Key Accounts

Salary Range $100,000.00 - $110,000.00 Salary/year Position Type Full Time Job Shift Day Travel Percentage Up to 50% Category Commercial

Description

We grow the world's BEST Strawberries & that wouldn't be possible without our Commercial Sales Team!

As Senior Manager of Key Accounts, you will help own and grow Oishii's most strategic retail relationships across both conventional and natural/specialty channels. This role is equal parts customer leadership, commercial strategy, and execution, ideal for a seasoned account leader who can think big-picture while staying close to the details.

You will be responsible for driving sustainable, profitable growth with key partners by developing customer-specific strategies, leveraging data and insights, and collaborating cross-functionally to bring Oishii's premium value proposition to life at shelf.

What you'll be responsible for:

• Key Account Leadership & Sales
• Own and grow the overall performance and growth of assigned key accounts across conventional and natural/specialty retail.
• Serve as the primary point of contact for buyers and category managers, building trusted, long-term relationships.
• Develop business in assigned territory or channel
• Lead annual planning, line reviews, promotional planning, and new item launches.
• Execute pricing, program, and terms negotiations in alignment with Oishii's commercial strategy, with visibility and support from senior leadership.
• Represent Oishii professionally and confidently in markets, with expectation of visiting your stores 1x a quarter, at minimum, as well as travel for account pitching and trade shows.

• Trade Strategy & Commercial Planning
• Develop and clearly articulate customer-specific trade strategies grounded in brand objectives, category dynamics, and retailer priorities.
• Design and evaluate promotions, displays, and merchandising programs with a focus on ROI, with guidance from Senior Leadership.
• Partner closely with Finance to manage trade spend, forecast volume, and track performance against plan.

• Data, Insights & Market Sizing
• Leverage SPINS, Nielsen, and other syndicated data to inform selling stories, assortment decisions, and growth opportunities.
• Conduct basic market and category sizing to support distribution expansion, innovation, and pricing decisions.
• Translate insights into actionable recommendations for both internal teams and retail partners.

• Cross-Functional Collaboration
• Work closely with Marketing, GTM, Operations, and Finance to ensure seamless execution and alignment.
• Act as the voice of the customer internally, ensuring account needs are balanced with supply realities and brand standards.
• Support go-to-market execution for new products and seasonal initiatives.

Qualifications

Who will love this job: Individuals who identify with our Core Values and exhibit skills within those values will thrive at Oishii.

• One Team, One Fight!
• Ability to quickly shift priorities to meet deadlines and effectively communicate, both verbally and in writing, clearly, concisely and with purpose at various levels of the organization.
• Ability to work cross functionally at all levels including across locations, and collaborate with a focus on supporting & understanding the evolving business needs of a startup environment.
• Ability to lead through others and develop teams with a diverse level of experience to succeed.

• Focus.
• Ability to remove obstacles in order to prioritize, which could include problem solving, working through ambiguity and using fact based or sound judgment in the absence of process or policy. We are building it, but need to manage through the process with good judgment and a bias for action.
• Ability to synthesize information quickly to aid in the troubleshooting process.

• GSD (Get Sh** Done!)
• Possessing an entrepreneurial mindset with the tenacity to develop ideas, process, and policy and implement them rapidly.
• Capable of prioritizing tasks and considering the resources available when doing so.
• A bias for action! Ability to hold yourself accountable and take ownership of driving results that impact company outcomes.
• Track record of effectively handling complex employee relations issues, and addressing sensitive information and difficult situations with tact, discretion, and confidentiality.

What we're looking for in a Senior Manager of Key Accounts

• Bachelor's degree in Business Administration, Management, or related field.
• 8+ years of progressive key account management or sales experience in CPG, food, or produce, including experience at smaller/entrepreneurial companies (larger commercial org experience a plus). Proven track record managing conventional grocery and natural/specialty accounts. Please list conventional accounts served on your resume or cover letter.
• Proficiency with syndicated data tools (SPINS, Nielsen, or similar) and experience using data analysis to build account pitch decks and conduct account reviews. Demonstrated ability to develop and execute trade and shopper marketing strategies, customer-specific commercial plans, and account budget/trade spend management.
• Ability to work cross-functionally, share data across teams, and coach field teams in account support.
• Highly perishable or produce experience strongly preferred. Comfort with relationship-driven selling in a no-broker/low-distributor environment.

Location & Travel:

• This role is based out of our Jersey City, NJ office on a hybrid schedule (3 days onsite, 2 days remote). Candidates must be located within commutable distance of the NYC/Tri-State area.
• Travel up to 50% annually required, including occasional weekend work for trade shows and market launches.

Perks at Oishii:

• Compensation: $100,000-$110,000 base salary plus equity
• Medical, Dental, Vision Insurance
• 401(k) Retirement Plan (Roth & Traditional)
• EAP Access
• 100% Employer Paid Life Insurance & Long Term Disability Insurance
• Paid Parental leave, Paid Time Off & Paid Sick Time
• Paid Training & 7 Paid Holidays
• Office social events including happy hours, parties, and community service projects
• Employee activity groups for basketball players, Yoga Enthusiasts, runners

About Us:

Oishii (which means "delicious" in Japanese) is the innovative company behind the world's largest indoor vertical strawberry farm. On a mission to transform the agriculture industry through the power of smart farming, Oishii harmoniously marries nature with state-of-the-art technology to create the ideal elementsrain, air, heat, light, nourishment and natural bee pollinationfor growing in-season produce all year round. Oishii's beloved Omakase, Koyo and Nikko Berries are grown in pesticide-free vertical farms in the U.S. and proudly bear the Non-GMO Project Verified seal. Founded in 2016, Oishii's investors include SPARX Group, NTT, Yaskawa, McWin Capital Partners and Resilience Reserve. Oishii was recognized as one of Fast Company's "World's Most Innovative Companies" in 2022.

Today, Oishii operates farms and research facilities across the United States and Japan, bringing together expertise from both countries to advance the future of agriculture. As a Japanese-founded company with global ambitions, we are building a world-class team dedicated to transforming how premium produce is grown and delivered. For more information, visit www.oishii.com.