Key Account Manager

Position Summary

We are seeking a highly experienced Senior Key Account Manager to lead and grow our business with major retail accounts across Mexico.

The ideal candidate must have extensive experience managing large-format retailers, driving commercial negotiations, executing promotional strategies, managing inventory health, and owning the complete sales cycle from sell-in to sell-through.

This role requires a deep understanding of physical retail operations and consumer technology products. We are specifically looking for professionals with experience selling hardware and consumer electronics through retail channels.

This is not a software, SaaS, cloud, digital services, or consulting role.

Key Responsibilities

• Own the commercial relationship with key retail accounts in Mexico.
• Drive revenue growth while ensuring healthy inventory levels across customers.
• Manage the complete business cycle, including:
• Sell-In (SI)
• Sell-Out (SO)
• Sell-Through (ST)
• Develop and execute annual and quarterly business plans.
• Lead commercial negotiations with buyers and category managers.
• Manage all commercial conditions, including:
• Pricing
• Margins
• Rebates
• MDF
• Promotional investments
• Commercial agreements
• Payment terms
• Special buying programs
• Build and execute promotional calendars to drive sell-through.
• Coordinate promotional activities with retailers, distributors, marketing, and operations teams.
• Analyze sales performance, inventory, and profitability to identify opportunities and risks.
• Manage forecasting and demand planning processes.
• Monitor inventory aging, weeks of supply (WOS), and replenishment strategies.
• Ensure strong in-store execution through collaboration with merchandising and retail operations teams.
• Lead customer business reviews and strategic planning sessions.
• Develop action plans to improve sales, inventory turnover, and profitability.

Mandatory Experience

Experience

• Minimum 8 years of experience as a:
• Key Account Manager (KAM)
• Senior Key Account Manager
• National Account Manager
• Commercial Manager
• Category Account Manager
• Or similar commercial role
• Minimum 5 years managing large retail accounts in Mexico.

Retail Experience (Required)

Candidates must have proven experience managing one or more of the following accounts:

• Walmart
• Sam's Club
• Liverpool
• Palacio de Hierro
• Chedraui
• Costco
• City Club
• Coppel
• Sears
• Sanborns
• Office Depot
• OfficeMax
• Elektra
• Home Depot
• Other major retail chains

Industry Experience (Required)

Candidates must come from:

• Consumer Electronics
• Mobile Accessories
• Audio Products
• Smart Home Products
• Computing Accessories
• Consumer Technology Hardware
• Home Electronics
• Gaming Accessories
• IT Hardware

Non-Qualified Backgrounds

Candidates whose experience is primarily focused on the following industries will not be considered:

• SaaS
• Cloud Services
• Software Licensing
• Digital Advertising
• Consulting Services
• Professional Services
• Managed Services
• Pure Telecommunications Services

We are specifically seeking candidates with hands-on experience managing physical products sold through retail channels.

Technical & Commercial Skills

Required experience managing:

• Commercial conditions and negotiations
• Promotional planning and execution
• Customer P&L management
• Sell-In, Sell-Out, and Sell-Through analysis
• Inventory management
• Forecasting and demand planning
• Business reviews
• Category management
• Retail execution
• Distributor management
• Promotional budgets
• Inventory aging recovery plans

Success Profile

The ideal candidate has extensive experience sitting across from retail buyers, negotiating commercial conditions, managing promotions, driving sell-through, and resolving inventory challenges.

This person understands how retail truly works—from the buyer's office to the store shelf—and is comfortable being accountable for revenue, inventory, profitability, and execution across multiple retail accounts simultaneously.