Role Description The Account Manager - Natural Channel will serve as a strategic partner to TRUFF’s retail customers, responsible for managing day-to-day sales operations while driving growth and building strong distributor and broker relationships. This role will lead account planning, promotional execution, and trade spend management, ensuring that TRUFF’s strategies are executed effectively at retail. The Account Manager will also be responsible for business development, including developing and executing sales strategies, and creating and nurturing customer relationships across the Natural Channel. - Strategically develop, plan, track, and measure progress against company objectives and KPIs in a fast-paced, high-growth CPG environment. - This position reports to the CCO. What You'll Own - Planning: - Build annual account plans (revenue, distribution, promo targets) aligned to growth goals for accounts. - Forecast volume, promo lift, and trade needs with accuracy. - Define KPIs and tracking to drive execution. - Account Operations & Activation: - Own day-to-day customer relationships and sell-in (new items, packaging, innovation). - Develop and maintain strategic long-term, value crafting relationships with customers to accomplish organic growth and long-term company objectives. - Execute promo calendars and in-store activation with Marketing/Trade. - Coordinate cross-functionally to meet customer deadlines. - Use syndicated/retailer insights and category trends to inform plans. - Growth & Partnerships: - Expand distribution, win secondary placements, and drive incremental volume. - National and Distributor Trade Show management and execution. - Deliver data-driven sell stories/category reviews; represent TRUFF at key meetings and events. - Lead broker partner relationships to maximize results. - Sales & Trade Management: - Manage trade budgets for ROI; track deductions, promo efficiency, and sales. - Analyze market potential, problems, and opportunities for attention and outline action plans for their attainments. - Forecast sales and promotions for specific accounts on existing and new products on a monthly basis. - Risk & Compliance: - Anticipate forecast/relationship risks; propose mitigations. - Ensure compliance with customer terms, contracts, and promo guidelines. - Monitor execution across supply chain/retail and resolve issues fast. Qualifications - 3-5 years of progressive sales experience in CPG, ideally within Food & Beverage, managing regional natural channel accounts. - Strong understanding of retail customer dynamics, promotional strategy, and trade spend management. - Experience working with and managing brokers, and direct retailers (small and large). - Track record of managing and growing accounts in small/medium sized fast-scaling brands. - Proficiency in syndicated data tools (Nielsen/IRI/SPINS) and retailer-specific portals. - Experience managing customer-specific P&L and delivering against ambitious revenue targets. - Possess excellent interpersonal, listening, verbal, presentation, attention to detail and written communication skills. - Ability to organize and manage time efficiently and effectively. - Self-starter who thrives in a multi-tasking role. - Willingness to learn and accept direction and guidance in a professional manner. - Goal ownership oriented and open to coaching to optimize individual and company performance. - Focused on organizational goals, understands the importance of blending into teams and supporting strong morale and sense of purpose within the team. - Ability to travel 15-20%. Benefits - Performance Bonus - Equity Incentive Plan - Comprehensive Health, Dental, Vision & Life Insurance - 401(k) with 3% company match - Generous PTO, Sick Time, Holidays & Parental Leave - Wellness, Internet & Cell Phone Stipends - Company-provided Laptop

• Build, manage, and grow relationships with defined Applied clients in the region, supporting complex solutions across instrumentation, reagents, consumables, and services. • Lead end-to-end account sales processes, including territory forecasting, client discovery, analysis, solution design, negotiation, and closing. • Partner closely with internal teams across scientific operations, product management, and engineering to address complex client challenges. • Develop a deep understanding of client needs to offer tailored scientific solutions for applied science problems. • Act as LGC’s face in the region, with travel up to 50% to establish strong client connections and deliver value.

• Lead Strategic Client Relationships Across Commerce Channels • Drive Revenue Growth Through Merchandising & Commerce Strategy • Oversee End-to-End Project & Product Development Execution • Facilitate Cross-Functional Collaboration & Operational Excellence • Contribute to Business Growth, Innovation & Team Development

• Développer et maintenir une relation de confiance avec les clients après la vente initiale • Déployer des stratégies de gestion de comptes afin de soutenir la croissance de Borealis (développement des comptes existants). • Définir des plans de croissance pour le portefeuille de clients attribué. • Gérer et maîtriser les aspects financiers de votre portefeuille clients. • Identifier de nouveaux besoins chez les clients et les convertir en opportunités commerciales. • Réaliser des présentations commerciales percutantes auprès des parties prenantes clés, souvent au niveau de la direction exécutive. • Faire preuve d’une grande proactivité dans le suivi et l’engagement des clients, conformément aux attentes internes. • Conseiller les clients sur l’adoption du système. • Analyser le niveau d’adoption de Borealis par les clients, définir les objectifs suivants et déployer la stratégie appropriée avec les parties prenantes concernées. • Comprendre les nouvelles exigences, aider les clients à définir leurs processus d’affaires et les mettre en œuvre dans Borealis. • Agir à titre de conseiller afin de discuter des meilleures solutions et pratiques d’utilisation de Borealis. • Suggérer des solutions adaptées au contexte du client pour l’aider à atteindre ses objectifs d’affaires. • Travailler directement avec la plateforme SaaS afin de fournir des rapports pertinents et des indicateurs clés de performance (KPI). • Collaborer avec les équipes internes pour assurer la réussite des clients. • Travailler en étroite collaboration avec les équipes concernées afin de garantir l’atteinte des objectifs des clients. • Définir les besoins et préparer les briefs destinés aux équipes Projet et Technique pour la livraison de services complémentaires. • Veiller à la bonne utilisation par les clients du centre d’assistance (Helpdesk) de Borealis. • Fournir à l’équipe Produit des informations pertinentes afin d’aligner la feuille de route (roadmap) de Borealis sur les besoins des clients. • Collaborer avec les Directeurs de comptes sur les comptes stratégiques afin de soutenir une croissance optimale. • Promouvoir les meilleures pratiques d’utilisation de Borealis à l’échelle mondiale.