Key Account Manager

SIGMA•San Fernando, CA

3d•Onsite

About The Position

The Key Account Manager will be responsible for executing against a defined whitespace map, prioritizing underrepresented accounts within the regional mainstream grocery and specialty chain landscape. This role involves identifying new business opportunities, assessing product-market fit, negotiating trading terms, and managing the entire pipeline from initial outreach to scale-up. The position requires refining go-to-market strategies, developing store-level execution playbooks, monitoring competitive activity, and building/managing field teams. Additionally, the Key Account Manager will foster relationships with regional buying teams, category managers, and store-level decision makers, partnering with broker and distributor networks to accelerate new account activation. Maintaining pipeline and performance reporting, contributing to business planning, forecasting, and revenue projections are also key functions. The role operates within a usual office environment with frequent sitting, walking, and standing, and occasional physical demands.

Requirements

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

Nice To Haves

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.

Responsibilities

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.