Objectives & Outcomes:

The Key Account Manager (KAM) is responsible for driving long-term profitable growth and achieving budgeted sales and profit objectives across assigned customer accounts. This role requires developing a deep understanding of customer needs, market dynamics, and competitive positioning to strategically grow the business through fact-based selling, assortment management, pricing, promotions, and partnership development.

The KAM will lead customer relationships, collaborate cross-functionally, and utilize data-driven insights to maximize market share, sales growth, and profitability while delivering best-in-class customer support and execution.

Customer & Business Development

• Develop and execute long-term account strategies aligned with SWF business objectives and growth initiatives
• Build strong relationships with customers and internal cross-functional partners including Product Management, Marketing, Supply Chain, Customer Service, Field Support, Finance, and Operations

Operations

• Evaluate customer needs and identify profitable growth opportunities through assortment, pricing, promotions, merchandising, and new product initiatives
• Develop fact-based recommendations utilizing financial data, POS trends, competitive insights, and shopper behavior analytics
• Maintain extensive knowledge of customer assortments, category performance, market share shifts, competitive activity, and pricing strategies
• Support development of business cases, presentations, and strategic recommendations for both internal and external stakeholders
• Assess and review online assortment, pricing, imagery, and content issues to ensure a seamless customer experience
• Understanding of e-commerche fundamentals, online merchandising principles, and omnichannel retail execution
• Comfortable working in fast-paced environments with frequent system updates, promotional changes, and evolving retailer requirements

• Own achievement of budgeted sales and profit objectives for assigned accounts
• Monitor performance against forecasts and adjust strategies as needed to achieve objectives
• Lead and support initiatives designed to drive sales growth, including promotional programs, pricing strategies, product launches, field support initiatives, and omnichannel marketing efforts
• Help negotiate promotional programs and customer agreements to maximize sales and profitability
• Continuously gather and share marketplace intelligence related to products, competitors, consumers, pricing, promotions, and industry trends

Education & Experience

• Bachelor’s degree required, preferably in Business, Marketing, or related field
• 3+ years of sales, account management, category management, or related business experience preferred

Knowledge, Skills & Abilities

E-Commerce & Technical Skills

• Comfortable learning and managing customer backend systems and online product content platforms
• Strong proficiency with data analysis, reporting, and Microsoft Office tools

Interpersonal & Communication Skills

• Strong relationship-building and communication skills
• Proactive, responsive, collaborative, and customer-focused
• Ability to influence cross-functional teams and manage multiple priorities effectively

Analytical & Financial Acumen

• Fact-based decision maker with strong analytical and problem-solving skills
• Ability to interpret financials, sales trends, consumer insights, and market data to drive strategic recommendations

Selling & Business Development

• Demonstrated strengths in solution-based selling and utilizing data to drive growth opportunities
• Ability to present strategic recommendations and influence customer decisions
• Strong understanding of promotional strategy, pricing, and assortment management

Strategic & Conceptual Thinking

• Innovative and creative thinker with the ability to develop customer-focused solutions
• Ability to identify new opportunities and differentiate SWF within the marketplace