Natural and Specialty Key Account Manager
About Ritual
Ritual is a personal health brand that is raising the bar for daily wellness. Known for our best-selling, clinically backed prenatal, we create science-backed supplements with transparency at their core. We believe women deserve products they can trust, backed by real evidence—not just promises.
We started by reinventing the multivitamin with the first visible supply chain of its kind. Today, we’re expanding into new categories with the same high standards that built our reputation. Hundreds of thousands trust Ritual , and we’re growing fast.
Our team of 120+ scientists, creatives, and skeptics is raising the bar for women’s health. We’re venture-backed, based in sunny Los Angeles, and always looking for people ready to challenge the industry—and do the best work of their careers.
About the role
Ritual is building the most trusted brand in health, and retail is one of our most important growth levers. The Natural and Specialty Key Account Manager will own a portfolio of strategic partnerships across natural, and specialty channels — with primary responsibility for Ulta Beauty, Whole Foods Market, Thrive Market, and Meijer.
This is a full-ownership role. You'll manage the commercial relationship end to end: joint business planning, forecasting, promotional execution, and shelf strategy. You'll also help shape how Ritual 's sales team uses data and AI tools to work at a higher level.
What you'll do
Account Ownership & Growth
- Own the full commercial relationship for your accounts — buyer, category, and planning levels.
- Develop and execute annual joint business plans tied to Ritual 's growth objectives and each retailer's category strategy.
- Identify and close new distribution opportunities: new doors, new SKUs, new placements.
- Manage pricing, promotional planning, trade spend, and inventory with a clear eye on profitability.
Forecasting & Analytics
- Own demand forecasting for your accounts; partner with Operations and Finance to keep supply chain aligned.
- Build fluency in Numerator, Nielsen, Circana, and retailer-specific portals to track performance and surface actionable insights.
- Show up to every business review with data-backed recommendations, not just narrative.
Cross-Functional Leadership
- Lead S&OP updates and account-level business reviews; keep Marketing, Operations, and Finance informed and aligned.
- Partner with Marketing on retailer-specific programming, sampling, and in-store activation.
- Translate retailer feedback into internal actions that improve our product, packaging, and go-to-market approach.
- Use AI tools to improve how you and the broader team work — reporting, competitive intelligence, account planning.
- Represent Ritual at key trade shows, retailer summits, and industry events; overnight travel up to 15%.
Who you are
-
Structured Thinker: You bring clarity to complex situations. You break challenges into manageable parts and make your reasoning transparent so others can contribute, question, and improve the work.
-
Proactive Risk Identifier: You anticipate potential risks and raise them constructively. You help address issues early to prevent larger systemic impacts.
-
Self Starter: Comfortable working independently, exercising sound judgment, and thriving in a fast-paced, high-growth environment with evolving priorities.
-
Open Learner: You remain receptive to new tools, methods, and perspectives, continuously expanding your knowledge to improve outcomes.
-
Organization & Prioritization: You have systems that keep you ahead of the work across multiple complex accounts — not behind it.
-
Communication & Collaboration: You communicate proactively, share context generously, and make the people around you better.
-
Marketing Acumen & Commercial Curiosity : You have a genuine interest in marketing — how brands grow, how consumers discover products, and how retail marketing tactics like paid search, sampling, and endcap