Key Account Manager II

Advantage Sales & Marketing dba Advantage Solutions•Austin, TX

1d•Onsite

About The Position

The Key Account Manager II (KAM II) is responsible for achieving sales quotas and managing expense budgets for assigned clients through effective execution of sales programs, promotional spending, distribution expansion, shelf placement strategies, and business planning initiatives. In this role, clients are manufacturers, vendors, or brands that have contracted Advantage Solutions as their sales agency. Customers are retailers, wholesalers, or distributors to whom we sell our clients' products. The KAM II partners with clients to develop and execute strategic plans that achieve business objectives. This role collaborates directly with retailer stakeholders, including buyers, category managers, replenishment managers, and other key decision-makers, to secure distribution, drive sales growth, and implement customer-specific programs. The KAM II owns client relationships and serves as the primary point of contact for assigned accounts. This position is responsible for managing client trade investments, making spending decisions that support sales growth, and negotiating, executing, and administering customer agreements on behalf of clients. The KAM II works cross-functionally with Customer Managers, Category Management, Retail Operations, Schematics, Claims, Order Entry, and other internal partners to maximize sales performance and execution. Assigned clients may include: Pioneering Clients: Manufacturers seeking distribution within new customer accounts. Regional Clients: Manufacturers represented on a regional, market-specific, or customer-specific basis rather than through national agreements. Tier 3 Clients: Manufacturers with smaller sales volume, SKU counts, and commission revenue.

Requirements

Bachelor's degree required, or equivalent combination of education and relevant experience.
4-6 years of sales, account management, customer development, or related experience.
Proven experience managing key retail accounts and building relationships with buyers, category managers, department heads, and other retail stakeholders.
Demonstrated success managing high-value accounts, driving sales growth, and delivering against customer objectives.
Strong sales presentation, negotiation, and business development skills.
Excellent interpersonal, relationship-building, and organizational skills.
Working knowledge of syndicated data and category insights.
Intermediate to advanced proficiency with Microsoft Office and related business applications.
Strong verbal and written communication skills.
Effective conflict resolution and problem-solving abilities.
Demonstrated ability to provide cross-functional leadership and influence without direct authority.
Detail-oriented with strong organizational and time-management skills.
Ability to thrive in a fast-paced environment and manage multiple priorities simultaneously.
Flexible, adaptable, and responsive to changing business needs.
Ability to maintain accuracy and quality while balancing competing deadlines and frequent interruptions.
Travel and driving are essential functions of this role.
Up to 20% of travel is required.

Responsibilities

Drive business growth at assigned customer accounts by increasing distribution, sales volume, market share, and other key performance indicators while managing spending within budget.
Ensure strong retail merchandising execution and support basic eCommerce initiatives.
Achieve targeted sales and expense objectives through effective promotional and marketing program execution.
Analyze sales trends, customer performance, and market data to identify growth opportunities and provide recommendations to clients and customers.
Manage promotional spending and trade investments within established guidelines.
Maintain accurate management of accruals, bill-back funds, and trade budgets.
Meet expectations for period-end fund balance performance with no trade-spend overspending.
Achieve or exceed client objectives related to sales, distribution, market share, pricing, shelving, and promotional activity.
Identify and pursue new business opportunities and growth strategies.
Manage innovation and new product distribution initiatives to achieve targeted ACV goals.
Conduct retailer headquarters calls and establish relationships with key decision-makers.
Achieve sales objectives by maximizing manufacturer promotional and marketing investments while remaining within approved financial guidelines.
Ensure retail pricing and indirect order guides remain accurate and current by addressing discrepancies promptly.
Secure approved schematics and ensure alignment across merchandising, reset, and retail execution teams.
Drive incremental sales through successful placement of new products and ongoing support of existing SKUs.
Partner with Category Management to develop fact-based retailer presentations utilizing syndicated data, SKU optimization analysis, promotional effectiveness insights, and sales lift data.
Demonstrate the ability to influence key positions within retailer organizations to support client objectives.
Build and maintain strong client and retailer relationships to ensure ongoing engagement and access to key stakeholders.
Develop and deliver compelling sales presentations that highlight business results, opportunities, and recommendations.
Contribute strategic input to annual business planning, customer development strategies, and problem-solving initiatives.
Identify opportunities that align both retailer and client objectives to create mutually beneficial solutions.
Communicate client goals, promotional programs, pricing changes, and priorities in a timely and effective manner.
Effectively manage difficult situations, conflicts, and business challenges to achieve positive outcomes.