Key Account Manager

Essential Job Functions

Execute against a defined whitespace map prioritizing underrepresented accounts within the regional mainstream grocery and specialty chain landscape.

Identify new business opportunities and assess product-market fit for target accounts by evaluating shopper demographics, store format, category dynamics, and competitive landscape.

Negotiate trading terms, promotional commitments, and distribution agreements with new retail partners.

Build and manage a structured pipeline from initial outreach through sell-in, contract execution, first shipment, and scale-up.

Manage the post-launch incubation period by driving velocity, expanding assortment and distribution, and establishing promotional cadence.

Refine go-to-market strategies based on sales data, shopper feedback, and market performance.

Develop store-level execution playbooks covering shelf standards, display priorities, and sampling protocols.

Monitor competitive activity and shelf conditions to identify threats and opportunities.

Build, train, and manage store-level field teams responsible for merchandising, sampling, and in-store sales activity.

Build and maintain relationships with regional buying teams, category managers, and store-level decision makers.

Partner with broker and distributor networks to accelerate new account activation.

Maintain pipeline, account tracking, and territory performance reporting.

Track field team performance using store-level data and retail audits.

Contribute to quarterly business planning, forecasting, trade investment alignment, and new account revenue projections.

Perform other duties as assigned.

Requirements

Minimum Qualifications

• Four years of CPG food sales experience with a focus on new business development within regional mainstream grocery and specialty retail.

Preferred Qualifications

• Bachelor's degree in Business, Marketing, Sales, or a related field.
• Bilingual a plus.
• Established relationships with regional grocery and specialty chain buyers and category managers.
• Knowledge of contract terms, pricing strategies, and procurement processes.
• Experience meeting or exceeding sales targets in a competitive environment.
• Experience building or managing field teams, demo programs, or outsourced merchandising agencies.
• Familiarity with broker and distributor management in regional markets.
• Experience with regional mainstream grocery banners and specialty chains.
• Knowledge, Skills & Abilities
• Ability to assess product-market fit and tailor commercial strategies to market demographics and shopper profiles.
• Working knowledge of syndicated data tools (IRI/Circana, Nielsen) and category management principles.
• Strong communication and presentation skills.
• Strong organization and pipeline management skills
• Collaboration, facilitation, and negotiation skills.
• Ability to build and maintain strong relationships.
• Commercial awareness.
• Troubleshooting, organizational, and problem-solving skills.
• Ability to work effectively under pressure and meet deadlines.
• Customer-focused mindset.
• Experience in sales, negotiation, or customer-facing roles.
• Results-driven mindset and strong closing skills.
• Ability to work independently and manage multiple opportunities simultaneously.
• Proficiency with CRM systems and sales reporting tools.
• Physical Requirements
• Usual office environment with frequent sitting, walking, and standing.
• Occasional climbing, stooping, kneeling, crouching, crawling, and balancing.
• Regular use of hands and arms to handle objects, tools, and controls.
• Oral and auditory capacity for interpersonal communication and telephone use.
• Ability to reach, talk, hear, and climb stairs.
• Ability to occasionally lift or move office products and supplies up to 20 pounds.