KEY ACCOUNT MANAGER (KAM)
Focus:
Strategy, growth, and client profitability Level:
Strategic – Tactical Reports to:
Commercial Director
Position Purpose Develop, manage, and grow key accounts through profitable commercial strategies, aligning product, pricing, inventory, and channels to maximize sales, margin, and market share.
Key Responsibilities 1. Commercial Strategy by Client Define strategy per account: Assortment Pricing Promotions Trade calendar Customer segmentation by potential
2. Relationship Management Direct relationship with buyers and executives
Negotiation of: -Shelf space. -Commercial terms. -Investments: (markdowns, rebates, promotions).
3. Commercial Planning Client-level forecast development Purchase and replenishment planning Alignment with supply chain
4. Advanced Analysis Key KPI management: Sell-through Gross margin GMROI Inventory days Opportunity and risk identification
5. Business Development Increase in customer share Categor...