Remote Account & Customer Development | B2B Grocery & Retail

About SFP Marketplaces

SFP Marketplaces builds and operates white-labeled B2B marketplaces for leading grocery, food service, and consumer packaged goods distributors. Our marketplaces help distributors expand the products available to their customers without adding inventory to their own warehouses. Retailers and wholesale customers can order from a large selection of shelf-stable products shipped directly from brands to their stores.

We support the full marketplace experience, including customer onboarding, product setup, merchandising, customer education, ordering workflows, and operational integrations such as distributor billing and purchasing processes. We are a small, fast-moving team building the next generation of B2B supply chain infrastructure, enabling brands to reach thousands of retailers through the distributors those retailers already know and trust.

The Role

SFP Marketplaces is looking for an Account & Development Manager, working with Marketplace Buyers, to manage a high-volume book of leads and customer accounts across our distributor marketplace networks.

This is not a traditional low-volume account management role. You will be responsible for managing hundreds of leads and accounts at different stages, from first contact and program education to onboarding, activation, first order, repeat purchasing, and reactivation. The right person will be highly organized, comfortable working from a CRM, and able to keep track of many conversations, follow-ups, and next steps without dropping balls.

A major part of this role is helping customers access and utilize the marketplace program. With training, you will explain how the program works, why it benefits their business, understand their needs, how ordering works and how to order, what products are available, and how the marketplace fits into their existing distributor relationship. You should be able to take a new or confused customer and clearly walk them through the value of the program in a practical, easy-to-understand way.

This is a phone-heavy, outbound-driven account management role. You will spend a significant part of your day calling, emailing, following up, and moving accounts through the pipeline. You will work with active accounts, new leads, partially onboarded customers, and dormant accounts that need to be re-engaged.

We are looking for someone with strong commercial instincts who can manage a large pipeline, prioritize effectively, communicate clearly, and take ownership of outcomes. You should be comfortable operating with limited hand-holding and should know what it means to manage a territory, book of business, or large account pipeline.

What You’ll Do

• Own and manage a high-volume pipeline of marketplace leads and customer accounts across multiple stages, including new leads, contacted accounts, interested accounts, onboarding accounts, active buyers, repeat buyers, and dormant accounts.
• Explain the SFP Marketplaces program clearly to Marketplace Buyers; how the marketplace works, product availability/curation, how ordering and fulfillment work, and other key elements of onboarding.
• Drive daily outbound activity through calls, emails, and structured follow-up to move accounts forward, activate new customers, re-engage dormant accounts, and increase ordering activity.
• Manage hundreds of leads and accounts without losing visibility into next steps, customer status, follow-up timing, or account priorities.
• Guide customers through onboarding, account setup, first orders, product discovery, and repeat usage of the marketplace. Identify where each account is in the customer journey and tailor your communication accordingly, whether the customer needs education, encouragement, troubleshooting, or a direct call to action.
• Use CRM tools, spreadsheets, reports, and internal systems to prioritize outreach, track account status, log activity, and maintain accurate records.
• Follow up consistently with accounts that have expressed interest but have not yet ordered, accounts that started onboarding but did not complete the process, and accounts that ordered previously but have gone dormant.
• Build trust with customers and our client partner sales teams by being responsive, clear, helpful, and persistent without being pushy.
• Work with Operations, Sales, and Leadership to resolve customer issues, improve account activation, and surface feedback from the field.
• Use reporting and account data to determine which customers to prioritize, which leads are most likely to convert, and where additional follow-up is needed.
• Contribute by providing feedback on account management playbooks, call scripts, email templates, CRM processes, and customer education materials as the marketplace program grows.

What Success Looks Like

You are able to manage a large number of leads and accounts at once while keeping clean notes, clear next steps, and disciplined follow-up. Customers understand the marketplace program because you can explain it simply, confidently, and in terms that matter to their business. New accounts move from initial outreach to onboarding, first order, and repeat ordering. Dormant or stalled accounts are re-engaged through thoughtful, consistent outreach. Your CRM activity accurately reflects the state of the pipeline and gives the team visibility into where every account stands. You are proactive about identifying problems, following up, and pushing accounts forward rather than waiting for inbound requests.

Qualifications (Must-Haves)

• 3–5 years of experience in B2B account management, inside sales, customer success, client development, territory management, or a similar high-volume commercial role.
• Experience managing a large pipeline, territory, book of business, or high volume of leads/accounts at different stages.
• Direct experience in grocery, food service, retail, CPG, wholesale, distribution, marketplace, e-commerce, or another B2B environment is strongly preferred.
• Strong ability to explain a program, product, or service clearly to customers who may be unfamiliar with it.
• Comfortable spending a large portion of the day on the phone with customers, prospects, and accounts that require follow-up.
• Highly organized and able to manage many moving pieces without losing track of details.
• Experience using CRM systems such as HubSpot, Salesforce, or similar tools.
• Strong written and verbal communication skills.
• Comfortable using spreadsheets, reporting tools, CRM views, and account data to prioritize work.
• Self-directed and able to operate with minimal oversight.
• Bachelor’s degree or equivalent practical experience.

Nice-to-Haves

• Experience with HubSpot specifically.
• Experience working with independent retailers, regional chains, grocery stores, convenience stores, food service operators, or distributor-managed customer bases.
• Familiarity with wholesale ordering workflows, distributor sales models, retail buying behavior, or B2B purchasing processes.
• Experience in marketplace, e-commerce, SaaS, or technology-enabled wholesale environments.
• Experience with AI tools such as ChatGPT, Claude, or other generative AI tools.
• Experience creating or improving account management playbooks, outreach sequences, call scripts, or onboarding processes.

Compensation & Benefits

• $75,000 – $110,000 per year. Actual OTE will be determined based on transferable skills and experience. The range is subject to change and may be modified in the future.
• Health, dental, and vision insurance
• 401(k)
• Stock Options
• PTO

Location - REMOTE

• Remote (U.S.) - This is a fully remote role. Candidates must be based in the United States.

Work Work at SFP Marketplaces

• Own real outcomes. Your ability to manage accounts, explain the program, and drive follow-up will directly impact marketplace growth.
• Work on a real B2B commerce problem. You will gain exposure to wholesale economics, distributor operations, retailer purchasing behavior, and B2B marketplace growth.
• Join a small team with big impact. You will work closely with leadership and cross-functional partners, with meaningful room to grow as the company scales.
• Help build the playbook. This is an opportunity to help shape how we manage accounts, educate customers, activate marketplaces, and grow customer adoption.

Equal Opportunity

SFP Marketplaces is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity or expression, or any other legally protected status.