What you'll do
The Key Account Manager (KAM) is accountable for the achievement of account-specific goals including volume objectives, forecast accuracy, promotional execution, distribution targets, new item speed to shelf, SRP management, and retail execution. The KAM position is responsible to deliver innovative, fact-based solutions and thought leadership for their retail customers and the broker network. This position is responsible for customer headquarter calls and working with the broker networks on the business.
- Achievement of sales objectives and specific volume goals through execution of account plans and brand strategies.
- Focus on achievement of optimal AMPS (assortment, merchandising, price, promotion and shelving) by account.
- Manage trade funds to support promotional plans, determining pricing and distribution and negotiating with key accounts in a direct and in-direct sales environment. Ensure through tracking from submission to payment.
- The ability to forecast accurately for a dynamic category and innovation.
- Develop and deliver customer plans to achieve objectives within budget, and short & long-term solutions through best practice thought leadership.
- Present annual marketing/Business plans to customers and execute plans.
- Collaborate with KIND internal teams to align with brand and category objectives and develop go-to-market retail strategy to deliver execution excellence.
- Work with field merchandising team to produce the best-in-class sales store, increasing KIND presence and brand awareness where teams are in place.
- Collaborate with Customer Service, Demand Planning, Finance and KIND internal teams to manage deductions and supply chain both to deliver goods in timely and efficient manner with on time and in full payment.
- Manage broker partners through regular meetings (in person and virtual), scorecard creation and execution and clear communication and follow-up to ensure execution excellence.
- Provide strategic direction and guidance to broker teams to support AMPS, planning and customer meetings.
- Pre-plan with broker partners by reviewing data and developing customer strategies prior to customer meetings.
- Work with brokers to provide post-promotional analysis to understand ROI and competitive activity.
- Analyze all internal and external data sources including POS shipments available, The Cube (shipments), Neilsen, and Numerator to ensure maximization of sales through detailed analytics.
What you’ll bring to KIND......
- Expert knowledge of concepts within the sales function and basic knowledge in other areas, such as sales operations, supply chain, and marketing.
- Working knowledge of trade promotion management and customer and business impacts
- Ability to lay out practical and logical assortment plans based on retail space, inventory turn, and sell through.
- Ability to tell a holistic story verse taking a transactional approach.
- Demonstrated ability to negotiate and influence outcomes with both internal and external contacts.
- Proven background that reflects being results-oriented.
You are…
- A team-player with a winning attitude. One who share best practices and is open to learn from other team members.
- A thought leader who leverages data and resources with account and peers.
- Creative and persistent in managing accounts through innovative sales programs and overcoming obstacles
- Goal-oriented: Take initiative to build rapport, establish account-specific plans, and achieve/exceed sales goals.
- An experienced negotiator to accomplish results.
- A strong communicator: Both verbally to build retailer relationships, and in writing to accomplish follow-up. Strong listening skills and adaptability to adjust style and message based on customer cues.
- Genuine in your desire to help make the world a kinder place, committing to always spreading and celebrating kindness.
You have…
- Bachelor’s degree (preferred) or equivalent work experience.
- Minimum 2 years relevant experience within CPG with interaction at a Customer Headquarter Level. Existing network of relevant relationships within the Canadian retail marketplace.
- Broker management is an asset.
- Strong understanding of CPG industry sector and competitive landscape preferred.
- Ability to portray a confident and winning attitude in challenging business.
- Excellent verbal and written skills. Strong presentation skills required.
- Proficient in Microsoft office, including PowerPoint and Excel, required.
- Ability to apply financial data to make decisions and influence outcomes. This includes margins, retail math, forecast/projections, velocities, and other analytical skills not mentioned.
- Knowledge of Nielsen an asset.
