The Senior Key Account Manager will be responsible for managing and deepening the strategic partnership with 1-2 assigned top-tier US retail/wholesale Key Accounts like Target Wholefood Erewhon. Serving as the primary link between the company and the customer, you will develop and execute joint business plans to drive category growth and achieve sales, market share, and profitability targets. This role demands a high degree of strategic thinking, exceptional negotiation skills, and outstanding internal collaboration capabilities.
Key Responsibilities
- Strategic Planning & Execution:
- Develop and lead the execution of the annual Joint Business Plan with assigned Key Account(s).
- Conduct deep-dive analysis of market data, consumer insights, and competitor activity to identify growth opportunities for both the customer and the company.
- Develop category management strategies to optimize product assortment, shelf presentation, and promotional plans for mutual growth.
- Sales & Financial Target Accountability:
- Be fully accountable for the customer's sales revenue, profitability (net sales, gross margin), market share, and distribution objectives.
- Lead annual contract negotiations, including trade terms, promotional programs, and new product listing agreements.
- Customer Relationship Management:
- Build and maintain solid, trust-based strategic partnerships across multiple levels of the customer's organization (from buyers and category managers to marketing and supply chain).
- Serve as the primary advocate for the customer within the company and the primary representative of the company to the customer.
- Internal Collaboration & Leadership:
- Lead cross-functional internal teams (including Marketing, Supply Chain, Finance, and Product Development) to deliver seamless service and solutions to the customer.
- Ensure customer needs are accurately understood internally and mobilize internal resources to execute customer plans effectively.
- Mentor and coach junior sales team members.
- Operational & Executional Excellence:
- Ensure forecast accuracy, product supply, and flawless execution of promotional activities.
- Monitor KPIs, conduct regular business reviews, and adapt strategies promptly to address market dynamics.
Requirements：
- Education:
Bachelor's degree required; MBA or degree in Business Administration, Marketing, or related field preferred.
- Experience:
- Minimum 7-10 years of sales experience within the FMCG/Baby industry, with at least 5 years of direct, hands-on responsibility for a US-based National Key Account (e.g., Target, Walmart, Wholefood, Costco, Kroger, CVS/Walgreens, etc.).
- A verifiable track record of successfully leading major contract negotiations and delivering significant business growth.
- Core Skills & Competencies:
- Strategic Mindset: Ability to translate data into actionable insights and develop long-term growth strategies.
- Exceptional Negotiation & Influence: Outstanding persuasion and consultative selling skills, with a proven ability to drive favorable outcomes in complex negotiations.
- Financial Acumen: Proficient in P&L management, trade investment analysis, and ROI calculation.
- Analytical Proficiency: Advanced skills in utilizing syndicated data (IRI, Nielsen) and customer-specific POS data for business analysis.
- Communication & Presentation: Ability to deliver clear, compelling presentations to both senior internal management and customer executives.
- Leadership & Collaboration:Proven ability to lead cross-functional teams in a matrixed organization without direct authority.
- Resilience:Thrives in a fast-paced, high-pressure, and dynamic environment.
- Preferred Qualifications:
- MBA.
- Experience in a relevant product category.
- Proficiency with enterprise software.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Other, Sales, and Business Development
Industries
Retail Groceries, Retail Health and Personal Care Products, and Consumer Goods
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