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....