Job Title: Key Account Manager, Retail SalesPosition Summary
The Key Account Manager is responsible for managing and growing strategic retail customer relationships within the grocery and mass merchandise channel. This role serves as the primary business lead for assigned national or regional retail accounts, driving revenue growth, profitability, category expansion, and execution excellence. The successful candidate will collaborate closely with cross-functional teams including marketing, supply chain, demand planning, finance, operations, and category management to deliver customer-specific business objectives while strengthening long-term partnerships.
Key ResponsibilitiesAccount Management & Customer Leadership- Serve as the primary point of contact for assigned retail customers.
- Develop and maintain strong relationships with key stakeholders including category managers, buyers, merchandising managers, and senior retail leadership.
- Lead annual business planning processes with customers.
- Negotiate and execute customer agreements, pricing, promotional programs, and trade spending investments.
- Identify opportunities to expand distribution, product assortment, and shelf presence.
- Conduct regular business reviews and present performance updates to customers.
- Proactively address and resolve client complaints or escalations swiftly and professionally
Sales Growth & Revenue Management- Set and deliver annual sales volume, revenue, market share, and profitability targets.
- Develop and execute account-specific growth strategies aligned with company objectives to up-sell, cross-sell and identify new business opportunities.
- Drive new product listings and coordinate launch plans with customers.
- Optimize pricing strategies and promotional effectiveness.
- Monitor competitive activity and recommend actions to protect and grow market share.
- Manage sales forecasting and ensure achievement of budget objectives.
Category & Business Analytics- Analyze POS data, syndicated data, and customer performance metrics to identify trends and opportunities.
- Utilize category management principles to support assortment, pricing, merchandising, and promotional recommendations.
- Develop fact-based selling presentations to influence customer decision-making.
- Track and report key performance indicators including sales, margins, distribution, promotional ROI, and category performance.
Trade Management & Promotional Planning- Develop annual promotional calendars in partnership with retail customers.
- Manage trade spending budgets and ensure effective investment of resources.
- Evaluate promotional performance and recommend improvements.
- Ensure compliance with customer promotional commitments and execution standards.
Cross-Functional Collaboration- Partner with supply chain and demand planning teams to ensure product availability and forecast accuracy.
- Collaborate with marketing to develop customer-specific programs, events, and product launches.
- Work with finance to manage account profitability and customer investment strategies.
- Coordinate with operations to resolve customer service and fulfillment issues.
- Support product innovation initiatives by providing customer and market insights.
Strategic Planning- Develop annual and multi-year account growth plans.
- Identify emerging consumer trends and opportunities within the protein and meat categories.
- Provide market intelligence on competitors, pricing trends, retail landscape changes, and customer priorities.
- Contribute to overall sales strategy and organizational planning initiatives.
Leadership Responsibilities- Lead customer business planning and execution across multiple internal functions.
- Influence internal stakeholders to support account priorities and deliver customer commitments.
- Promote a customer-centric culture focused on growth, service excellence, and accountability.
- Lead and manage a highly effective team that is focused on meeting or exceeding individual and organization performance targets.
- Ensures that the team is fully staffed, trained on and understands business goals, risks, remedies, and direction.
- Establishes and implements KPIs for all direct reports. Monitors and manages direct report performance to ensure achievement of departmental and individual KPIs.
- Coaches, mentors, develops and recommends professional development for team members to enhance skills and understanding.
- Administers the Company's Human Resources Policies and Procedures with respect to hiring, management, discipline, and performance review decisions.
- Leads by example and corrects behavior in others to reflect Company values.
QualificationsEducation
- Degree in Business, Marketing, Commerce, Agriculture, Food Science, or related field.
- MBA considered an asset.
Experience
- 5-10+ years of progressive sales and key account management experience in Consumer Packaged Goods (CPG), food manufacturing, meat/protein, or grocery retail.
- Proven experience managing major retail accounts such as Walmart, Costco, Loblaw, Sobeys, Metro, or other national retailers.
- Demonstrated success in sales growth, contract negotiations, and category management.
Skills & Competencies- Strong negotiation and relationship management skills.
- Excellent analytical and financial acumen.
- Advanced proficiency in Microsoft Excel, PowerPoint, and CRM systems.
- Experience utilizing Nielsen, Circana (IRI), Retail Link, Dunnhumby, or similar retail analytics platforms.
- Strong presentation, communication and collaboration skills.
- Ability to manage multiple priorities in a fast-paced environment.
- Strategic thinking combined with strong execution capabilities.
- Knowledge of fresh meat, processed meat, protein categories, and retail merchandising practices is preferred.
- Familiarity with Power BI dashboards and ERP workflows to closely monitor and respond to sales, margin and volume KPIs.
Key Performance Indicators (KPIs)- Revenue growth
- Gross margin performance
- Volume growth
- Distribution gains
- New product listings
- Customer profitability
- Forecast accuracy
- Trade spending effectiveness
- Market share growth
- Customer satisfaction and relationship health
Ideal Candidate Profile: A highly motivated sales professional with deep retail expertise, strong commercial acumen, and a proven ability to grow strategic accounts within the meat and protein category while building trusted partnerships with major retail customers.
Salary range: $108,000 - $135,000
- Eligible for discretionary bonus
- Competitive employer-paid pension plan upon eligibility
- 100% company paid Medical/Dental/Vision/Basic Life Insurance and Long Term disability benefits
- Costco membership provided upon eligibility
- Employee incentive program for discounted meat purchases
- Free Parking
