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Role Description

The Key Account Manager (KAM) – Mass and Walmart is responsible for developing and executing comprehensive customer business plans that deliver profitable growth across an assigned retailer or retail group. This role is accountable for delivering top- and bottom-line results by leveraging category insights, optimizing trade investment, and executing flawlessly across pricing, placement, promotion, and product distribution.

• Lead the development and execution of annual and quarterly joint business plans for assigned customer(s), aligned to volume, revenue, share, and profit targets.
• Identify and pursue growth opportunities across assortment expansion, pricing optimization, in-store execution, and emerging eCommerce strategies.
• Build and maintain senior-level relationships with customer leadership, including buyers, category managers, and merchant teams.
• Serve as the primary point of contact for all account activity and business discussions.
• Manage sales broker partners (based on customer).
• Collaborate across internal teams—Brand, Trade, Shopper Marketing, Finance, Supply Chain, Demand Planning, and Revenue Growth Management—to deliver end-to-end customer solutions.
• Partner with agency teams or regional brokers as needed to amplify field-level execution and support priority initiatives.
• Monitor, track, and report performance using syndicated data (e.g., Nielsen, IRI), retailer POS, and internal tools.
• Lead the preparation and delivery of persuasive, data-driven selling stories to influence assortment, shelf placement, and promotional activity.
• Deliver trade targets and promotional planning within trade guidelines.
• Partner with analysts to ensure accurate accrual tracking and ROI measurement.
• Proactively evaluate pricing, promotional efficiency, and deductions to improve spend effectiveness.
• Implement 4P strategies (product, placement, price, promotion) across the retailer ecosystem.
• Support in-store execution, retail marketing activation, and eCommerce content optimization initiatives.
• Own forecasting accuracy in collaboration with Demand Planning.
• Provide weekly recaps, monthly forecasts, and account-specific updates to leadership.

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field required.
• 5+ years of CPG industry experience in a key account, customer development, or retail-facing sales role.
• Demonstrated success in delivering sales and profit targets with national and/or regional retailers.
• Deep understanding of category management principles, shopper behavior, and market analytics tools (e.g., Nielsen, IRI).
• Strong financial acumen with experience managing trade spend, forecasting, and P&L influence.
• Highly skilled communicator and presenter, with a proven ability to influence across internal and external stakeholders.
• Self-starter with strong ownership mentality, project management capabilities, and ability to thrive in a fast-paced, entrepreneurial environment.
• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Outlook) and trade planning systems.

Requirements

• Experience managing natural, organic, or better-for-you CPG brands.
• Exposure to eCommerce platforms or omni-channel sales strategies.
• Knowledge of major North American retailers and their systems (e.g., Walmart Retail Link, Kroger 84.51°, Amazon Vendor Central).

Benefits

• $100,000 -$155,000 (commensurate with experience and location)
• Medical, Prescription, Dental, Vision Coverage
• Flexible spending accounts
• Disability coverage
• Life insurance
• Critical illness and accident insurance
• Legal and identity protection insurance
• Pet insurance
• Employee assistance program
• Commuter benefits
• Tuition assistance
• Adoption assistance
• 401(k)
• PTO
• Parental Leave