KAM: Wholesale

SUMMARY:
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POSITION INFO:

The Key Accounts Manager (Wholesale) is responsible for building and maintaining long-term, value-driven relationships with the company’s most important wholesale customers, while also driving the acquisition of new wholesale customers. This role ensures client satisfaction, retention, and revenue growth by delivering tailored solutions, negotiating competitive agreements, and collaborating across internal departments to meet client and business objectives.

Key Responsibilities

Relationship Management

• Develop and maintain strong, trust-based relationships with wholesale key accounts.
• Serve as the primary point of contact, understanding client needs, challenges, and opportunities.
• Resolve client queries and ensure proactive communication.
• Manage sales and Merchandising for all customers within the wholesale channel

Sales & Revenue Growth

• Develop and execute account-specific sales strategies to achieve revenue and volume targets.
• Identify growth opportunities within existing accounts through upselling, cross-selling, and new product introduction.
• Monitor and drive account performance against agreed KPIs.

Negotiation & Commercial Management

• Lead contract negotiations, including pricing, terms, promotional activity, and service-level agreements.
• Manage the annual promo calendar to ensure promotional anniversaries and agreements are delivered on time.
• Protect margin through strategic pricing decisions while maintaining customer satisfaction.

Forecasting & Business Planning

• Analyse historical sales data, customer insights, and market trends to prepare accurate forecasts.
• Collaborate with supply chain and operations to ensure stock availability and timely delivery.
• Contribute to the development of annual sales budgets and account plans.

Cross-Functional Collaboration

• Work closely with production, marketing, finance, and operations teams to ensure seamless service delivery.
• Provide customer feedback to inform product development and potential new product launches.
• Partner with finance to manage account profitability and payment terms.

Customer Service & Issue Resolution

• Oversee account service levels, ensuring quick resolution of operational issues.
• Maintain client satisfaction by coordinating effectively with support teams.

Key Competencies & Skills

• Strong relationship-building and interpersonal skills.
• Excellent negotiation, communication, and presentation skills.
• Analytical and strategic thinker with strong business acumen.
• Ability to manage multiple priorities and deadlines.
• Proficiency in MS Office (Excel, PowerPoint, Outlook); exposure to CRM or ERP systems advantageous.

Qualifications & Experience

• Bachelor’s degree in Sales, Marketing, Business Management, or related field (preferred).
• 5+ years’ experience in Key Account Management or Sales, ideally within FMCG / wholesale / retail sectors.
• Strong track record of achieving sales targets and managing high-value clients.
• Proven negotiation and contract management skills.
• Experience working cross-functionally across supply chain, operations, and finance.

This role will be based in Tarlton and offers a competitve salary with benefits and target based incentives.