Job Description
The Key Account Manager is responsible for driving retail and E-Retail sales growth for assigned U.S. accounts through strategic account planning, disciplined execution and strong retailer partnerships. Reporting to the Director, Sales Administration & Key Account Management, this role translates brand and account strategies into commercial plans, manages day-to-day account operations, and coordinates launches, programs, inventory and digital assets across internal teams and retailer partners.
- Team context: Individual contributor partnering closely with Sales, Marketing, E-Retail, Education, Field Sales, Visual Merchandising, Supply Planning and retailer merchant and planning teams.
- Account context: Supports assigned key retail and E-Retail accounts across the U.S. business.
- Purpose: Deliver account sales objectives, strengthen retailer relationships and ensure accurate, timely execution of launches, events, promotional programs and ongoing business priorities.
** RESPONSIBILITIES**
In this capacity, your responsibilities will include:
Account Strategy & Retailer Partnership
- Develop account plans and strategies that align brand priorities with retailer objectives and identify opportunities to grow sell-in and sell-through.
- Build productive relationships with retailer merchants, planners, business managers, digital teams and visual merchandising partners.
- Understand and communicate each account’s strategy, operating practices, trade calendar, key events and business priorities to internal stakeholders.
- Lead follow-up from retailer meetings and requests, ensuring clear ownership, timely communication and effective execution.
Retail & E-Retail Sales Growth
- Own achievement of retail and E-Retail sales goals for assigned accounts and proactively identify opportunities to accelerate performance.
- Develop and communicate seasonal trade calendars and commercial plans for assigned E-Retail accounts.
- Maximize brand exposure across retailer digital channels, partnering with Marketing on core and incremental opportunities.
- Monitor monthly, seasonal and full-year sales performance; analyze results, competitive activity and exposure effectiveness and adjust plans accordingly.
Commercial Execution & Account Operations
- Manage day-to-day account operations and coordinate the execution of corporate programs across the Sales organization.
- Ensure the timely delivery of product launch, campaign and site-merchandising assets to each retailer.
- Maintain account calendars, written confirmations, demonstration agreements and other required account documentation.
- Coordinate and communicate key account initiatives, decisions and status updates through regular cross-functional meetings.
- Track E-Retail orders and partner with internal teams to resolve execution issues and protect launch and program timing.
Inventory, Allocation & Performance Management
- Monitor inventory levels and stock mix by account and door, identifying risks and opportunities and recommending actions.
- Manage allocations by door for promotional items, including gifts and promotional sets.
- Track retail sales and invoiced turnover, maintain accurate account reporting and communicate insights to stakeholders.
- Share retailer learnings, competitive intelligence and performance insights to strengthen account plans and commercial decision-making.
Reporting to: Director, Sales Administration & Key Account Management