Key Account Manager

Account Coverge: ADUSA, Wakefern, Wegmans, and Harris Teeter

 

Role Purpose

The Key Account Manager owns day‑to‑day delivery and execution for an assigned account or group of accounts, with accountability for both growth and operational performance. This role delivers against revenue, trade, and margin targets by balancing strategic priorities with real-time issue resolution across pricing, service, deductions, and in‑market execution.

 

The KAM operates at the center of the business, translating plans into execution while navigating customer demands, internal constraints, and ongoing trade-offs.

 

Essential Duties and Responsibilities

Customer Strategy & Business Planning:

• Lead the development and execution of annual and quarterly joint business plans aligned to volume, revenue, share, and profit targets.
• Identify and pursue growth opportunities across assortment, pricing, in-store execution, and eCommerce strategies.

Customer Relationship Management:

• Build and maintain senior-level relationships with buyers and merchant teams.
• Serve as primary point of contact for all account activity.

Cross-Functional Leadership:

• Manage broker team to ensure alignment to internal commercial priorities as well as execution against key retailer timelines.
• Collaborate across Brand, Trade, Shopper Marketing, Finance, Supply Chain, Demand Planning, and Revenue Growth Management.

Sales & Analytics Execution:

• Monitor and report performance using syndicated data and retailer POS.
• Deliver data-driven selling stories.

Trade Targets:

• Deliver trade targets and support accurate accrual tracking.
• Retail Activation & Execution:
• Implement 4P strategies and support eCommerce optimization.
• Reporting & Forecasting:
• Own forecasting accuracy and provide business updates.

Qualifications

Education and/or Experience

Required:

• Bachelor’s degree in Business, Marketing, or related field.
• 5+ years CPG industry experience.
• Experience managing broker led accounts for Northeast grocer customers
• Strong financial acumen, category management expertise, and communication skills.

 

Preferred:

• Direct experience managing ADUSA and/or Wakefern
• Experience with natural/organic CPG brands.
• Exposure to eCommerce/omni-channel.
• Experience with retailer or customer systems and syndicated data tools (e.g., POS reporting portals, NielsenIQ/IRI, loyalty or panel data, eCommerce analytics).

 

Competencies and Proficiency Requirements

Strategic & Commercial Acumen:

• Customer Business Planning – Expert
• P&L and Trade Spend Management – Advanced

Selling & Negotiation Skills:

• Strategic Selling & Influence – Expert
• Negotiation – Advanced

Data & Analytical Fluency:

• Forecasting – Intermediate
• Syndicated & Retail Data Analysis – Advanced

 

Scope

Financial/Budgetary Responsibility: Manage trade budget and compliance.

 

Team Size: None

 

Conditions of Role:

• Travel Requirements: ~40%
• Physical Conditions: N/A
• Work Environment: Remote

Compensation and Benefits

• $90,000 -$155,000 (commensurate with experience and location)
• Medical, Prescription, Dental, Vision Coverage
• Flexible spending accounts
• Disability coverage