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Key Account Manager
Soho, NY
ID36267158187Posted 10/8/2025
Role Purpose:
The Key Account Manager (KAM) is responsible for developing and executing comprehensive customer business plans that deliver profitable growth across an assigned retailer or retail group. Representing the Company's diverse brand portfolio, the KAM partners with internal cross-functional teams to drive strategic initiatives. This role is accountable for delivering top- and bottom-line results by leveraging category insights, optimizing trade investment, and executing flawlessly across pricing, placement, promotion, and product distribution.
 
Location:
Remote with requirement to travel for business needs
 
Essential Duties And Responsibilities: 

Customer Strategy & Business Planning

  • Lead the development and execution of annual and quarterly joint business plans for assigned customer(s), aligned to volume, revenue, share, and profit targets.
  • Identify and pursue growth opportunities across assortment expansion, pricing optimization, in-store execution, and emerging eCommerce strategies.
    Customer Relationship Management
  • Build and maintain senior-level relationships with customer leadership, including buyers, category managers, and merchant teams.
  • Serve as the primary point of contact for all account activity and business discussions.

Cross-Functional Leadership

  • Manage sales broker partners (based on customer).
  • Collaborate across internal teams—Brand, Trade, Shopper Marketing, Finance, Supply Chain, Demand Planning, and Revenue Growth Management—to deliver end-to-end customer solutions.
  • Partner with distributors/brokers as needed to amplify field-level execution and support priority initiatives.

Sales & Analytics Execution

  • Monitor, track, and report performance using syndicated data (e.g., Nielsen, IRI), retailer POS, and internal tools.
  • Lead the preparation and delivery of persuasive, data-driven selling stories to influence assortment, shelf placement, and promotional activity.
    Trade Targets
  • Deliver trade targets and promotional planning within trade guidelines.
  •  Partner with analysts to ensure accurate accrual tracking and ROI measurement.
  • Proactively evaluate pricing, promotional efficiency, and deductions to improve spend effectiveness.

Reporting & Forecasting

  • Own forecasting accuracy in collaboration with Demand Planning.
  • Provide weekly recaps, monthly forecasts, and account-specific updates to leadership.

Critical Dimensions

  • Walmart experience / CPG – Does not have to be a career expert but must have direct experience with calling on Walmart and success in business growth
  • Channel experience beyond Walmart – Preference (in priority order) is National Grocery, Regional Grocery, Dollar, Club, Drug
  • Self-starter/Resourcefulness – Thrives in a lean team environment
  •  Trade/Promotion Management/P&L – Able to track and manage trade and promotion budget effectively; fundamental financial acumen to understand return on investment
  • Joint Business Planning – Demonstrates ability to partner strategically with key customers as opposed to tactical item selling
  •  Category Management/Analytics – Adept with IRI or other category insights data sources
  • Broker/Distributor Management – Experience effectively guiding efforts of 3rd party partners
  • Highly collaborative – Values connectivity with internal team members across functions

Competencies And Proficiency Requirements Strategic & Commercial Acumen

  • Customer Business Planning – Expert
  • Develops and executes customer-specific strategies aligned with company goals
  • Translates insights into actionable joint business plans that drive volume and margin, P&L and Trade Spend Management – Advanced
  • Manages trade budgets with strong ROI discipline.
  • Balances top-line growth with bottom-line profitability in customer plans.
  • Category & Market Insight – Advanced
  • Applies shopper, category, and competitive insights to influence retailer strategies and shelf decisions.

     

    Selling & Negotiation Skills

  • Strategic Selling & Influence – Expert
  • Crafts persuasive selling stories using data, insights, and cross-functional priorities.
  • Gains buy-in across varying levels of customer and internal leadership.
  • Negotiation – Advanced
  • Skilled in negotiating price, promotion, and terms that align to value creation for both customer and company.
  • Retailer Relationship Management – Advanced
  • Develops trusted advisor status with buyers and merchant teams, maintaining strong day-to-day engagement

Data & Analytical Fluency

  • Sales Forecasting & Demand Planning – Intermediate
  • Partners with demand planning to ensure accurate, timely forecasts.
  • Anticipates changes in demand based on customer dynamics and market conditions.
  • Syndicated & Retail Data Analysis (e.g., Nielsen, IRI) – Advanced
  • Leverages syndicated and POS data to identify trends, gaps, and new opportunities.
  • ROI & Performance Evaluation – Intermediate
  • Evaluates promotional and trade performance with attention to financial implications and long-term growth.
Scope
  • Financial/Budgetary Responsibility: manage trade budget and compliance
  • Team Size: none
Conditions of Role
  • Travel Requirements: 40-60%
  • Physical Conditions: n/a
  • Work Environment: remote
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