Key Account Manager - Retail

About the role

The Key Account Manager (Retail) is responsible for building, supporting, and growing relationships with major retail and big-box customers, including supermarkets, club stores, mass retailers, and national/regional chains. This role drives revenue by managing key retail accounts, overseeing promotional programs, supporting category reviews, and ensuring flawless execution of new item launches.

Responsibilities

• Serve as the primary point of contact for assigned retail and big-box accounts.
• Work closely with Sales Operations and Finance teams to manage pricing, new item setup forms, and promotional program submissions.
• Coordinate and track product sample requests for category reviews and resets.
• Provide product knowledge, distribution updates, and promotional information to buyers, category managers, and brokers.
• Partner with field sales and brokers to identify opportunities for shelf expansion, secondary placements, and seasonal programs.
• Support outbound sales efforts to grow share within existing accounts and secure new listings.
• Partner with Marketing team on preparing and delivering customer presentations, Excel-based reports, and category insights to support buyer meetings.
• Assist in developing business cases, planograms, and promotional calendars tailored to retail partners.
• Continuously analyze sales data, promotional ROI, and category trends to optimize product mix and maximize profitability.
• Track and manage trade spend and promotional commitments to ensure alignment with budget and growth targets.
• Meet or exceed monthly, quarterly, and annual sales goals.
• Collaborate with brokers and distributor networks to ensure accurate pricing, order fulfillment, and retail execution.
• Collaborate with category management and marketing to develop merchandising programs, POS materials, and promotional support.
• Work with R&D and supply chain to manage timelines for new product launches, packaging updates, and seasonal assortments.
• Ensure sales and marketing and R&D teams are aligned and represented at retail trade shows, customer meetings, and industry events.
• Provide timely insights, syndicated data, and sales materials to brokers and sales teams to support account growth.

Qualifications & Requirements

• Bachelor's degree in Business, Marketing, or related field (preferred) or equivalent experience.
• 3–5 years of account management or sales experience in Retail or CPG.
• Strong knowledge of retail account management, promotional planning, and category reviews.
• Proficiency in Microsoft Excel (analysis, reporting, formulas) and PowerPoint (presentations, category decks).
• Experience with syndicated data (Circana, Nielsen, IRI) and Salesforce (account management, pipeline tracking).
• Excellent communication, negotiation, and relationship management skills.
• Strong organizational and time management skills with ability to manage multiple priorities.
• Willingness to travel occasionally for customer meetings, trade shows, and sales presentations.
• Must be authorized to work in the United States without restriction.