Senior Manager, Key Account Sales

San Francisco, CA /
Sales – Wholesale /
Full Time
/ On-site
Fellow began as a Kickstarter campaign and has grown into a global brand with distributors and customers in more than 50 countries. We bring the specialty coffee experience to people's homes via beautifully designed coffee ware that marries form and function. We currently have a small, passionate, and committed team that loves to see coffee tools come to life.

Fellow is looking for a Sr. Manager, Key Account Sales to join our wholesale sales team and manage important domestic retail accounts. Reporting into the VP of Sales, this person will be responsible for managing and growing large retail accounts, forecasting, launching new products and creating strategic initiatives that support the growth of the company through our key account partners. We need someone who is excited to work at a fast growing company, loves to build and is passionate about servicing their clients. The sales team is collaborative, supportive and loves to win. 

A good candidate will maintain a culture based in team work, understand the leverage of driving sell-through, create a strategy and track progress while maintaining a close relationship with customers. 

This Senior Manager, Key Account Sales will accomplish all of this while living out Fellowship Thinking, our leadership principles:

Fellowship Thinking centers our customers, always.
Fellowship Thinking views all goals as shared.
Fellowship Thinking never stops improving.
Fellowship Thinking says “yes, if”.
Fellowship Thinking deliberately seeks equity.


    • Manage a book of existing national retail accounts across multiple market channels, by growing product assortment, creating marketing initiatives, and negotiating margin and volume commitments 
    • Seamlessly onboard accounts with complex routing guides, compliance guides and EDI requirements in collaboration with the operations team
    • Successfully negotiate on behalf of Fellow and navigate tough conversations 
    • Track and increase sales pipeline by prospecting and out-bounding to target retailers for responsible channel growth. 
    • Accurately forecast and report on retail order and revenue changes based on guidance from retailers.  
    • Track sell through metrics for in-store and online channels by customer 
    • Responsible for the full order process including managing PO’s for accuracy, order processing and providing updates to customers such as shipping information
    • Schedule, lead, prepare and execute quarterly business reviews with top accounts 
    • Work with product and marketing teams to develop training tools for in person and digital trainings
    •  Define priority markets and channels within US for field sales teamWork with Field team reps to support and educate key accounts 
    • Partner with CX manager to define procedures for retail interactions around receiving orders, shipping notifications, returns and warranties 
    • Build a moat around our business in strategically important retailers through strong relationships with key managers and buyers alike 


    • 3-5 years of experience in sales and/or large account management
    • 2-3 years experience leading and managing a team
    • Proven track record of hitting sales goals, and increasing revenue
    • Heavy experience in prospecting and out-bounding
    • Experience working with a CRM tool preferably Sales ForceExperience working with Asana, Google Suite, ERPs
    • Passion for sales and customer service 
    • Clear and concise verbal and written communication skills
    • Detail and process oriented
    • Ability to travel to tradeshows and client meetings as needed
$100,000 - $110,000 a year
*please note this is base salary - not including commission/bonus structure