Key Account Manager

Seeking a strategic, commercially minded Key Account Manager with strong analytical, sales, buying & marketing experience to drive growth across key retail accounts. This role sits at the intersection of sales, retail & marketing & requires a deep understanding of how retailers make buying decisions and how to leverage that knowledge to drive profitable growth.

The ideal candidate is versed in analyzing sales data and assortment performance, developing account strategies, presenting to buyers, and partnering with marketing teams to bring compelling programs to life.

Duties and Responsibilities

Account Management & Retail Strategy

• Own strategic relationships with key retail accounts and serve as the primary point of contact for buyers and cross-functional partners.
• Develop annual and seasonal account strategies that drive sales, profitability, distribution, and market share.
• Manage sell-in and sell-through performance, forecasting, inventory, purchase orders, and retailer-specific business plans.
• Analyze account performance, identify opportunities and risks, and translate data into actionable business recommendations.
• Lead business reviews and present compelling insights, recommendations, and growth strategies to retail partners.
• Build strong relationships with buyers and understand their business objectives, category strategies, calendars, and decision-making processes.

Buying & Merchandising

• Partner with buyers on assortment planning, new product launches, promotional strategies & merchandising.
• Evaluate SKU productivity, inventory levels, sell-through, and distribution opportunities to optimize assortments.
• Identify white-space opportunities and recommend products, programs, and placements that strengthen the category.
• Understand retail math and use financial analysis to support assortment and investment decisions.

Marketing & Brand Activation

• Partner with marketing teams to develop retailer-specific activations that drive awareness, traffic, conversion, and sales.
• Develop and execute omnichannel programs across retail stores, ecommerce, apps, CRM, social, and other retailer platforms.
• Identify opportunities to leverage retailer marketing calendars, media, promotions, events, and seasonal moments.
• Ensure brand positioning and marketing strategies are translated effectively into retail execution.
• Measure program performance and use learnings to optimize future investments.

Cross-Functional Leadership

• Collaborate closely with Sales, Marketing, Finance, Supply Chain, Product Development, and Operations.
• Communicate retailer priorities, deadlines, forecasts, and opportunities internally to ensure flawless execution.
• Manage retailer calendars and critical milestones, proactively identifying risks and opportunities.
• Lead cross-functional projects from strategy through execution while maintaining accountability for results.

Qualifications

• Minimum of 2 years of experience in Key Account Management, Sales, Buying, Merchandising, Marketing, or a related retail/CPG environment.
• Prior retail buying or merchandising experience strongly preferred.
• Proven experience managing major retail accounts and building relationships with buyers.
• Strong understanding of retail business fundamentals, including assortment planning, forecasting, inventory, pricing, promotions, and retail math.
• Marketing experience with an understanding of brand strategy, consumer behavior, and retail media/activations.
• Strong analytical skills with the ability to turn data into clear business insights and recommendations.
• Excellent presentation, negotiation, communication, and relationship-building skills.
• Highly organized with the ability to manage multiple accounts, priorities, and retailer deadlines simultaneously.
• Strategic thinker who can balance big-picture opportunities with detailed execution.
• Proficiency in Microsoft Excel and PowerPoint; experience with retailer portals, syndicated data, or BI tools is a plus.