SUMMARY:
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POSITION INFO:
Purpose of the Role
The Key Account Manager (KAM) will be responsible for managing a portfolio of national and international retail and wholesale clients. This role focuses on building long-term relationships, maximising sales opportunities, driving brand visibility, and ensuring excellent execution of standards across partner channels.
Key Responsibilities
Account Management & Sales Growth
- Manage and grow a portfolio of key retail, corporate, and wholesale accounts
- Develop and implement tailored business plans for each key account to meet revenue targets and business objectives
- Identify growth opportunities within existing accounts and seek new key customer partnerships
- Negotiate trading terms, pricing, product assortment, and promotions with accounts in line with company strategy
Relationship Building
- Build strong, trusted relationships with buyers, planners, and procurement teams
- Act as the primary point of contact between and key clients
- Conduct regular client meetings, business reviews, and store visits where applicable
Forecasting & Reporting
- Provide accurate sales forecasts and collaborate with internal teams (planning, supply chain, finance) to ensure optimal stock availability
- Monitor and analyse account performance, sales data, and market trends
- Prepare and present regular reports on key account activity and performance
Cross-Functional Collaboration
- Work closely with Marketing to ensure brand consistency in trade marketing and promotional campaigns
- Liaise with Product Development to ensure account needs and market trends are fed into product strategies
- Coordinate with Logistics and Customer Service to ensure smooth order fulfilment and issue resolution
Retail Execution
- Ensure the brand is represented accurately and consistently across all key account touchpoints (in-store, online, catalogue, etc.)
- Drive merchandising and promotional execution through partner stores in collaboration with the Visual Merchandising team
Requirements
- Bachelor’s degree in Business, Sales, Marketing, or related field
- Minimum 5 years’ experience in key account management or B2B sales, preferably in premium/luxury retail, lifestyle, or FMCG sectors
- Proven ability to manage large retail accounts and meet sales targets
- Strong negotiation, presentation, and interpersonal skills
- Analytical and data-driven, with strong Excel and reporting skills
- Experience with CRM and ERP systems (e.g., Sage, Syspro, or similar)
- Ability to travel locally and internationally if required
- A passion for design, creativity, and premium products is advantageous
