Senior Account Manager | Retail

Overview

Senior individual-contributor role owning the strategy, relationship, and commercial performance of a portfolio of large, multi-location, or strategically significant retail customers.

What you'll do

• Own the full sales and account-management lifecycle for a portfolio of national, enterprise, or otherwise high-value retail customers, including account planning, opportunity development, renewal, and expansion.
• Build trusted relationships with executive sponsors, retail buyers, category and merchandising leaders, IT and operations stakeholders, buying groups, and regional or local operating teams.
• Develop and execute customer-specific annual and multi-year account plans that identify growth priorities, whitespace, product adoption opportunities, competitive risks, and measurable business outcomes.
• Translate retail operating objectives into compelling, value-based Epicor solutions, including ERP, point of sale, inventory, merchandising, purchasing, pricing, distribution, e-commerce, CRM, analytics, and integration capabilities.
• Lead complex opportunity and deal strategy, including discovery, solution positioning, competitive differentiation, business cases, ROI analysis, pricing and commercial structure, negotiation, and coordination with legal, finance, product, services, and delivery stakeholders.
• Drive profitable multi-product upsell, cross-sell, SaaS conversion, and expansion motions while protecting customer value, commercial discipline, contract compliance, and long-term account health.
• Maintain accurate pipeline, forecast, activity, and account data in Salesforce or the designated CRM; analyze sales performance, retail trends, customer signals, and market intelligence to prioritize actions and manage risk proactively.
• Orchestrate cross-functional teams across sales, solution consulting, customer success, services, product, marketing, finance, legal, and support to resolve issues, deliver commitments, conduct executive business reviews, and improve the customer experience.

What you'll need

• Advanced strategic account management, consultative selling, value-based solution positioning, and complex software sales skills, with the ability to connect retail customer priorities to measurable business outcomes.
• Working knowledge of retail ERP software and the operating processes it supports, including multi-location retail, point of sale, inventory and replenishment, merchandising, purchasing, pricing, distribution, e-commerce, analytics, and system integrations.
• Strong executive communication, presentation, negotiation, and storytelling skills; able to influence stakeholders across customer organizations and internal functions without direct authority.
• Strong commercial and financial acumen, including revenue planning, pricing and margin considerations, contract terms, ROI analysis, forecasting, pipeline analytics, and performance reporting.
• Proficient use of CRM and sales productivity tools, preferably Salesforce, with disciplined documentation, data quality, opportunity management, and forecast practices; proactive ownership, sound judgment, organization, resilience, and problem-solving ability.
• Required: demonstrated experience with ERP software in retail or another multi-location operating environment.
• Required or strongly preferred: experience with one or more of the following retail channels: thrift, sporting goods, pet, lawn and garden, hardware, specialty retail, or pharmacy.
• Bachelor's degree in business, marketing, technology, or a related field, or equivalent combination of education and relevant experience.
• Demonstrated history of meeting or exceeding revenue, retention, expansion, or other commercial objectives in a quota-carrying or commercially accountable role.
• Experience coordinating cross-functional teams and engaging executive stakeholders in account planning, customer business reviews, negotiations, or issue resolution.
• Willingness and ability to travel as needed.

Nice to have

• 5+ years of applicable sales or account-management experience with demonstrated success selling or managing complex B2B software, technology, SaaS, or enterprise solutions.
• 2+ years of specialized experience managing large, national, enterprise, strategic, or multi-location retail accounts and leading complex sales, renewal, or expansion motions.
• Experience selling, supporting, implementing, or managing retail ERP solutions is strongly preferred.
• Experience with buying groups, dealer networks, franchise or affiliate models, and multi-banner retail is a plus.
• Experience with Epicor Eagle or other retail ERP products is strongly preferred.

Details

• Location: US, Remote.