Key Account Manager

The KAM (Key Account Manager) is responsible for the comprehensive commercial strategy to maximize sales growth, profitability, and market share of the company within all Department Store physical stores nationwide.

This role manages the high-level political and commercial relationship with the purchasing team, ensuring an efficient supply chain and designing commercial strategies adapted to consumers who use credit as their primary purchasing driver.

MAIN PURPOSES OF THE JOB:

• Operate as the lead point of contact for any and all matters specific to your customers.
• Develop strong business plans for key customers with full year vision.
• Negotiate trade terms & budget management.
• Ensure perfect in-store execution of the plans.
• Build and maintain strong, long-lasting customer relationships.
• Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors.
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives.
• Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders.
• Forecast and track key account metrics.
• Identify and grow opportunities within territory and collaborate with sales teams to ensure growth attainment.
• Assist with high severity requests or issue escalations as needed.
• Develop strategies tailored to every customer for the optimal management of the accounts (sales and margin quota, promotions, sell-thru, etc.).
• Get and analyze internal and market information for decision making related to the business performance.
• Verify and follow up to the customers’ payments that to avoid holding of sales, speed up the delivery, and have a healthy management of the accounts.
• Analyze and build the 18 month Sales Forecast to make sure the required amount of product is available for delivery.

Main Responsibilities

• Strategic Account Management & JBP: Develop and execute the annual Joint Business Plan (JBP) with key department store partners, aligning commercial targets, gross margin objectives, and growth strategies.
• High-Level Commercial Negotiation: Lead complex negotiations regarding commercial terms ( condiciones comerciales ), rebate structures, payment terms, catalog additions, and promotional contributions ( aportaciones ).
• Sell-In & Sell-Out Optimization: Drive both the sell-in (sales to the retailer) and closely monitor sell-out (sales to the final consumer). Design tailor-made promotional calendars, exclusive product launches, and seasonal activations (e.g., Ventas Nocturnas , Buen Fin , Hot Sale ).
• P&L Ownership: Manage the account's profit and loss statement (P&L). Control the trade spend budget, optimize investments, and ensure healthy margins for both the company and the retailer.
• Supply Chain & Fill Rate Alignment: Partner closely with internal Logistics and the retailers' distribution centers (e.g., Liverpool's Arco Norte) to monitor and optimize the Fill Rate. Minimize operational penalties ( notas de cargo ) due to delivery delays or logistical errors.
• Cross-Functional Leadership: Coordinate with Trade Marketing to optimize execution at the point of sale (POS), manage field forces/promoters, and optimize visual merchandising standards required by premium retailers like Palacio de Hierro.
• Data Analytics & Insights: Leverage retailer portals (e.g., Liverpool's B2B portal) to analyze weekly inventory levels, days of supply, sell-out trends, and competitor activity to make data-driven commercial adjustments.

Key Performance Indicators (KPIs)

The success of this role is typically measured by:

1. Net Sales Growth (Sell-In target achievement)
2. Market Share Growth / Share of Wallet within the specific retailer category
3. Sell-Out / Sell-Through Rate performance
4. Account Profitability (Gross Margin and Trade Spend efficiency)
5. Logistical Performance (Fill Rate compliance and minimization of penalty fees)