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 ...