Account Manager - Wholesale - Medium to Enterprise Partners - Hybrid Preferred

Description

At District Photo, our employees are the heart of our company. We are seeking an experienced, revenue growth-minded Account Manager to own and grow medium to enterprise wholesale partner relationships. You thrive on exceeding quota, leading partner strategy, negotiating with confidence, and working across teams to deliver exceptional partner experiences. Print industry experience, particularly commercial printing, photo products, personalized products, or print-on-demand, is strongly encouraged.

Position Summary

The Account Manager drives partner revenue and exceeds quota by expanding existing medium to enterprise relationships across District Photo’s wholesale route to market and acquiring new partners. You will own the full partner lifecycle (prospecting, onboarding, growth, performance, and retention) and work across Sales Operations, Customer Service, Marketing, and plant teams, including production, fulfillment, quality, and logistics, to deliver exceptional partner experiences and sustained revenue growth.

Department: Customer Experience | Reports To: Director, Customer Experience | FLSA Status: Exempt

What You’ll Do

Partner & Account Management

• Own wholesale partner relationships and growth strategy, building connections at multiple levels, including partner leadership.
• Develop and execute annual account plans for key partners; lead sales calls, workshops, and QBRs, and drive actions to completion.
• Lead onboarding for new partners and new-to-partner SKUs, managing timelines, testing, blockers, and readiness for on-time go-live.
• Prepare proposals, contracts, presentations, and RFP responses.
• Serve as contract subject matter expert for partner agreements and renewals: negotiate terms, monitor SLA compliance, and escalate risks.
• Manage partner requests through DPI workflow tools, aligning internal teams and providing consistent updates through completion.

Sales & Revenue Growth

• Exceed quota through strong partner relationships, accurate forecasting, and disciplined account plan execution.
• Build a new business pipeline: identify prospects, lead the sales process, define solutions, negotiate terms, and onboard partners.
• Maintain accurate CRM records, opportunity stages, and partner communications.
• Audit partner forecasts before submission; share demand, promotions, risks, and opportunities with planning and sales leadership, and align with production and supply chain on peak-season capacity, inventory, and cutoffs.
• Sell within approved pricing and margin guidelines; lead price reviews and cost change discussions (e.g., materials, shipping, tariffs).
• Drive partner promotions and incentive offers that grow revenue.
• Leverage samples, sell sheets, partner programs, and sales tools to drive incremental revenue.
• Use competitive insight, LinkedIn, and social platforms to identify gaps, position differentiation, and win new opportunities.

Sales Operations & Platform Support

• Oversee API and other integrations, aligning stakeholders and timelines to ensure stable, on-time go-lives.
• Support partners and store owners with setup and troubleshooting, and advocate internally to resolve technical and system issues.
• Direct external partner portal administration and updates (e.g., Walmart, PPAI/Sage, Printify).
• Monitor scorecards and vendor requirements; lead corrective actions to minimize chargebacks and work with Finance on invoice disputes, deductions, and payment issues.
• Submit new product and partner requests through DPI workflow tools for proper tracking and timely execution.
• Support partners on shipping strategy, timelines, and exceptions.

Customer Service & Escalations

• Partner with Customer Service to monitor inquiries and manage escalations for order and quality issues requiring partner coordination.
• Stay informed on refunds, remakes, and returns to support partner communication; operational handling remains with Customer Service.
• Proactively notify partners of inventory outages or omitted components and offer alternatives to prevent fulfillment disruptions.
• Lead partner communication on announcements, outages, routing changes, price changes, and production updates.

Reporting & Business Insight

• Deliver account performance reporting on sales trends, product performance, and operational insights, using data to flag risks and growth opportunities.
• Provide internal updates through weekly activity reports, CRM, 1:1s, business reviews, and ad hoc requests.

Benefits

401K, paid vacation, paid holidays, sick and safe leave, life insurance, medical, dental, vision, and short/long term disability benefits.

Culture

At DPI, our success is powered by our people and its client’s satisfaction ratings. Our culture allows employees to be engaged, empowered, and rewarded. We are a diverse and inclusive company who seeks to expand our brand by hiring collaborative individuals who think outside of the box. We are committed to providing a safe and healthy workplace for all of our employees and visitors. Check us Out

Requirements

What We’re Looking For

• Bachelor’s degree in Business, Marketing, Communications, Print, or a related field preferred.
• 3–5 years of account management or business development experience.
• Enterprise or large retail account experience, including pricing and contract negotiations, preferred.
• Print, photo, or personalized products experience strongly preferred, including product specifications and production workflows; white label or channel partner experience a plus.
• Proficiency with CRM platforms (e.g., Salesforce, HubSpot), workflow tools, and Microsoft Office.
• Strong communication skills, with the ability to present to partners and internal leadership.
• Analytical mindset with the ability to interpret sales data, forecasts, and performance metrics.
• Highly organized and detail-oriented, able to balance key accounts with a broader portfolio in a fast-paced environment.
• Collaborative team player who works effectively across departments.

Core Competencies

• Partner Relationship Management: Builds productive partnerships that drive mutual growth.
• Revenue & Results Orientation: Exceeds quota and delivers measurable business impact.
• Communication & Influence: Communicates clearly and influences stakeholders.
• CRM & Data Discipline: Keeps pipeline accurate and uses data to make decisions.
• Problem Solving & Escalation: Identifies root causes and drives resolution to completion.
• Operational Excellence: Delivers on details and timelines with accountability.
• Adaptability: Adjusts to shifting priorities and partner needs.

What Success Looks Like

• Partner experience is benchmarked with the Partner Manager, with measurable improvement in partner satisfaction over time.
• Revenue meets or exceeds quota, with measurable partner growth and retention.
• New partners and SKUs launch on time with clear ownership.
• Forecasts are accurate and give Operations and leadership early visibility into demand, promotions, and peak-season needs.
• CRM, pipeline, and account plans are accurate, current, and used to drive the business.
• Pricing stays within margin guidelines, with chargebacks and billing issues minimized.
• Partners receive proactive communication, and escalations are resolved.

Working Conditions

• Standard office environment; remote or hybrid arrangements may apply.
• Extended computer-based work, including video conferencing.
• Periodic travel to partner sites, key account meetings, and trade events.
• Ability to manage email, Slack, phone, and CRM simultaneously.

This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the position. Management reserves the right to amend and change responsibilities to meet organizational needs. This document does not constitute a contract of employment.

District Photo Inc.

Founded in 1949 by Melvin Cohen as a small black & white photo lab, the business grew during the last half of the 20th century into a large wholesale photofinishing lab serving mid-Atlantic retailers and a national mail order film business. In the late 1990's under Neil Cohen’s leadership, DPI acquired a photo business in the UK and has transitioned from a mid-Atlantic film developing lab to multiple state-of-the-art digital labs shipping millions of photos worldwide every day.

Today, District is one of the largest variable data printing companies in the world as their facilities comprise over a million square feet of manufacturing space with a global reach that sets them apart in the digital printing market. With 7 production fulfillment facilities located in the United States (MD, PA, KY, AZ), England, the Czech Republic & Australia, District Photo is the leader in creating photo-based products as they deliver millions of prints, greeting cards, books, calendars, blankets, mugs, and other gift items yearly.

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