Role Description As the Customer Manager for Distributors & Grocery at trü frü, you will play a pivotal role in driving growth and building deep customer partnerships. Working closely with an experienced National Account Manager, you will develop and execute strategic plans that deliver strong sales results and lasting customer value. You will guide a broker team, ensuring flawless execution and alignment with company goals across distributors and grocery accounts in the Eastern United States. What you’ll do: - Manage and grow relationships with key distributors including UNFI, KEHE, and C&S, as well as select grocery retailers such as Harris Teeter, Big Y, Giant Eagle, Price Chopper, Weis Markets, and Alliance Retail Group. - Develop and implement consistent distributor strategies and processes that align with trü frü’s overall business objectives. - Partner closely with the broker team to maximize sales effectiveness, creating clear and actionable customer plans that can be executed consistently across accounts. - Drive flawless execution of sales strategies including demand forecasting, trade expenditure management, and new item launches. - Build and communicate compelling, customizable sales stories that equip the broker team to win at the customer level. - Collaborate cross-functionally with Marketing, Finance, and Supply Chain to ensure sales plans are financially viable and operationally sound. - Regularly assess performance against KPIs, keeping brokers and team members motivated and focused on delivering results. - Drive digital commerce fundamentals, ensuring trü frü’s products have accurate images, pricing, and descriptions across all relevant platforms. - Leverage strong negotiation skills to achieve mutually beneficial outcomes with distributors, retailers, and broker partners. - Travel frequently to trade shows and customer meetings to nurture and grow the business. Qualifications - A passionate retailer partner and brand enthusiast who shows up as an authentic ambassador for trü frü. - Entrepreneurial and agile, with a knack for creative problem-solving and the ability to adapt quickly to shifting priorities. - Execution-focused and highly organized, consistently driving initiatives to completion with efficiency and accuracy. - A strategic communicator who builds strong, collaborative relationships with both internal and external stakeholders. - Data-driven, with the ability to translate complex data into actionable insights and strategic plans that produce real results. Requirements - Bachelor’s degree in Business Administration or a related field. - 2–3 years of experience in a sales function, preferably within the CPG industry. - Strong communication, negotiation, analytical, and influencing skills. - Proficiency in Microsoft Suite and experience with Nielsen/IRI. - Knowledge of MAPS strategy and demonstrated category and shopper acumen. - Financial acumen and experience managing a customer P&L. - Proven ability to drive revenue growth and expand market share. - Willingness to travel frequently within the designated territory. Pluses - Master’s degree in Business Administration. - Experience with Trade Promotions Systems (TPM/SRM). Benefits - Competitive salary, including a target bonus and an impressive benefits package! - Flexible Paid Time Off - Excellent health, dental & vision insurance, with options to fit you and your family’s needs. - Long-term disability and short-term disability insurance - Employee Assistance Program (EAP) - 401K retirement saving opportunity. - Casual office dress code - A dynamic, ambitious, indulgently fun work environment!

• Onboarding and supporting new doctors: Communicate the value of our compounded medications and services to support new account growth • Follow up with newly onboarded veterinarians and veterinary hospitals after their first order, in partnership with the outside sales representative • Assist with account setup and onboarding for customers unfamiliar with pharmacy processes • Serve as the primary point of contact following initial ordering • Coordinate in-person meetings with outside field representatives when additional support is needed • Identify additional product and service opportunities within the Revelation network, including commercial products, supplements, and 503B offerings • Current Account Support: Build and maintain strong relationships with existing veterinarians and veterinary hospitals through consistent communication and ongoing support • Partner with field sales representatives to provide tailored solutions that support customer retention and account growth • Clearly communicate the value of our 503A compounding pharmacy services while addressing provider needs and concerns • Serve as the primary point of contact for prescriber questions and issues, ensuring timely follow-up and resolution • Identify opportunities to expand products and services within existing accounts, including additional offerings across the Revelation network • Provide educational resources and training to prescribers and staff, including clinical materials, regulatory updates, and prescription support tools • Collaboration with Field Sales Support field representatives through provider communication, account insights, and sharing relevant customer updates • Introduce and coordinate onsite meetings between providers and field sales representatives when appropriate • Provide account activity updates, growth opportunities, and customer history to support sales efforts • Market & Product Expertise Maintain knowledge of therapeutic areas, compounding services, and industry trends to effectively support providers • Share customer feedback and market insights with sales and marketing leadership to support business strategies and product positioning • Optional: Participate in industry conferences, meetings, and networking events as needed • Reporting & Performance Tracking Document customer interactions, activities, and opportunities within CRM systems • Monitor key performance metrics including account growth, retention, and activity levels • Support strategic initiatives to grow and diversify the customer network in collaboration with field sales leadership

• Execute CRM and promotional campaigns • Coordinate pre-planned, seasonal, and real-time campaigns to align with customer needs and commercial objectives • Own day-to-day campaign setup, QA, deployment, and reporting across CRM and promotional tools • Ensure all messaging and promotional materials are accurate, compliant, and delivered on schedule • Partner with stakeholders to implement campaign mechanics, targeting, offer structures, and messaging • Track and report on campaign performance, identifying optimization opportunities • Execute testing plans and support continuous improvement initiatives

Role Description We are looking for a highly-motivated, business-focused, demonstrated team-player to join us as a Customer Success Manager. In this role, you will be responsible for partnering with Customers to meet their security objectives, adopt our solution, understand the value of their investment, and expand their product footprint. - Managing the entire Customer Journey for an assigned portfolio of Customers. - Partner with Customer Success Engineers to identify and drive customer objectives, operationalization, outcomes and value. - Define and execute Customer Success Plans that drive both adoption and value. - Be a trusted advisor for customers, communicating upcoming product changes, enhancements, and serving as an internal voice of the customer. - Work with customer stakeholders, executive sponsors, and partners to drive business value and expansion. - Build strong relationships within all levels of the organization from the practitioner level to the C-suite. - Proactively reach out to other BUs and executives to expand Orca’s footprint. - Identify risks, manage escalations, and collaborate cross-functionally within Orca. - Lead Executive Business Reviews (EBRS) & Quarterly Business Review (QBRs). - Own Customer renewal opportunities and partner with Account Executives on Customer Expansion opportunities. - Contribute to defining and bringing maturity to Customer Success Playbooks, Journeys, and Best Practices. - Become proficient in CS and Sales tools required to perform the role: e.g. Salesforce, Clari, ChurnZero, Google Workspace, Slack, etc. - Understand customer use cases, business outcomes, feature requests, escalation points, and key players at all times. Qualifications - Bachelor's degree or equivalent work experience. - 5+ years experience in customer success, account management, engagement management, or pre-sales roles related to driving positive customer outcomes and adoption. - 5+ years of experience working with Cloud Security, CyberSecurity, or SaaS products. - Professional level Portuguese, Spanish, and English - both written and verbal. - Ability to communicate, operate and communicate in various organizational levels both internally and externally. - Knowledge of modern Cloud Infrastructure providers such as AWS, Microsoft Azure, Google Cloud. - Knowledge of and experience working in the Cloud Security industry. - Familiarity with cloud technology and environments, along with the benefits and security challenges of working in the cloud. - Thrive in a fast-paced, dynamic environment. - Excellent written, verbal communication skills, & problem-solving skills. - Passion for creating and maintaining relationships, while working in a tight-knit community culture. - Ability to manage competing priorities. - Passion for driving customer success that results in renewals, upside, and retention. - Experience with tools like Salesforce, ChurnZero, Gainsight, and Slack. - Ability to travel 30%. Company Description Orca Security is an equal opportunity employer. We do not discriminate based on race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.