Key Account Manager

Cordialsa USA•Corona, CA

30d•Onsite

About The Position

The Key Account Manager is responsible for driving profitable growth and strengthening commercial relationships with assigned key accounts within the territory. This position develops and executes account strategies and Joint Business Plans (JBP) aligned with company objectives. The role combines strategic account management, sales analysis, customer relationship management, and retail execution to increase sales volume, market share, portfolio growth, and profitability. The position also provides leadership and direction to Sales Representatives and Merchandisers, where applicable, to ensure strong execution in the market and achievement of commercial objectives.

Requirements

Bachelor's degree in Business Administration, Marketing, Engineering, or a related field.
5+ years of experience in Consumer Packaged Goods (CPG) sales, key account management, or a related commercial role.
Experience leading, coaching, or supervising Sales Representatives, Merchandisers, or other field personnel.
Strong knowledge of sales management, selling, negotiation, and customer relationship management.
Experience developing account strategies, business plans, and commercial growth initiatives.
Strong understanding of account profitability, trade spend, commercial investments, and financial performance.
Knowledge of retail execution, merchandising standards, planograms, and category management.
Strong analytical skills and experience working with commercial KPIs and sales performance data.
Advanced proficiency in Microsoft Excel and experience with CRM, sales, or route-tracking applications.
Strong leadership, communication, organization, negotiation, and relationship management skills.
Must be legally authorized to work in the United States without employer sponsorship.
Fluent in both English and Spanish, with the ability to communicate effectively in both languages as required by the position.
Ability and willingness to travel approximately 50% of the time.
Valid driver's license and reliable transportation for business travel and customer visits.
Ability to safely drive for extended periods and perform physical activities associated with retail and store visits, including standing, walking, bending, reaching, and lifting up to 20 lbs.

Responsibilities

Develop and execute Joint Business Plans (JBP) and quarterly work plans with assigned key accounts to drive growth and profitability.
Analyze sales performance, customer data, market trends, and commercial KPIs to identify growth opportunities and develop effective account strategies.
Lead quarterly business reviews with key accounts, present performance results, and adjust strategies and action plans as needed.
Manage account profitability by monitoring portfolio performance, trade spend, commercial investments, collections, deductions, and other financial indicators.
Ensure compliance with customer agreements, promotional pricing, merchandising standards, displays, and point-of-sale requirements.
Lead, coach, and support Sales Representatives and Merchandisers, where applicable, to achieve sales and execution objectives.
Develop promotional and sell-out strategies to increase product turnover, improve inventory management, and drive consumer demand.
Conduct regular customer and store visits to evaluate execution, identify opportunities, gather market intelligence, and monitor competitor activity.
Track and report key commercial KPIs, including net sales, market share, share of shelf, sell-out, inventory levels, and organic growth.
Identify opportunities for new customer acquisition, category expansion, and increased brand presence within the assigned territory.
Coordinate with Logistics and other internal teams to address customer needs, resolve operational issues, and maintain strong service levels.
Perform other duties and responsibilities related to the position as assigned.