Key Account Manager

Position Summary 

The Key Account Manager is responsible for leading the commercial strategy, business development, and profitable growth of the company’s portfolio across strategic customers and distribution partners. The role requires strong experience managing both Modern Trade and Indirect Channel customers, with the ability to develop tailored commercial strategies, execute joint business plans, and drive sustainable growth across different route-to-market models.

At present, the primary focus of the position is the Indirect Channel, leading the end-to-end commercial relationship with assigned distributor partners and indirect customers. The role is accountable for developing and executing customer growth strategies, promotional plans, and commercial initiatives that deliver net sales, sell-out, market share, profitability, service levels, and operational excellence.

The position serves as the key commercial interface between the company and its business partners, ensuring strong alignment across Sales, Trade Marketing, Supply Chain, Finance, and external stakeholders to drive disciplined execution and sustainable business growth.

Given the evolving needs of the business, the role may also support or assume responsibility for additional channels, including Modern Trade accounts, strategic customers, or commercial initiatives, leveraging its broad commercial expertise across multiple customer environments and go-to-market models.

Key Responsibilities  

1. Customer Strategy & Business Development
   1. Develop Joint Business Plans with distributors, defining growth priorities, category opportunities, execution plans, investment needs, and performance targets.
   2. Identify new business opportunities across customers, categories, geographies, and channels to accelerate Net Sales, Sell-Out, Distribution, and Market Share.
   3. Build strong, strategic relationships with key customer stakeholders at multiple levels (distributor leadership, commercial teams, and key customer stakeholders).
   4. Act as the main commercial link between Edgewell and distributor partners, ensuring alignment with company priorities and regional commercial guidelines.

2. Commercial Planning & Execution
   1. Translate company strategy into customer-specific plans, ensuring alignment with brand priorities and financial targets.
   2. Develop and execute promotional calendars, seasonal plans, and activation strategies.
   3. Ensure flawless execution of in-store initiatives, displays, and secondary placements.
   4. Collaborate with Trade Marketing to develop customer-specific selling materials and initiatives.

3. Performance Management & Analytics
   1. Track and analyze performance across key KPIs, including:
      1. Net Sales (Sell-In)
      2. Sell-Out / Consumption
      3. Market Share
      4. Trade Spend ROI
      5. Forecast Accuracy (FA)
      6. UFR / Service Level
      7. Inventory Health (SLOBs, aging, excess)

1. 2. Identify risks and opportunities through data analysis and provide actionable recommendations.
   3. Lead monthly and quarterly business reviews with customers and internal stakeholders.
   4. Monitor promotional performance and optimize future plans based on learnings.

4. Demand Planning & Supply Coordination
   1. Collaborate with Demand Planning and Supply Chain to ensure accurate forecasting and product availability.
   2. Align customer plans with supply capabilities to avoid out-of-stocks and maximize service levels.
   3. Monitor inventory levels, and order flows for key accounts.
   4. Lead resolution of supply issues impacting customers, ensuring timely communication and mitigation plans.

5. Portfolio Management & Innovation
   1. Lead assortment optimization, new product launches, and SKU rationalization with key customers.
   2. Ensure successful execution of product introductions, including distribution, visibility, and activation.
   3. Identify whitespace opportunities and expansion areas within each account.
   4. Support SKU transitions, phase-in / phase-out processes, ensuring:
      1. Proper communication to Distributor & Commercial teams
      2. Accurate system setup
      3. Risk mitigation on inventory exposure
   5. Participate in Commercial and Supply Reviews, identifying risks and proposing mitigation actions.

6. Cross-Functional Leadership
   1. Act as the primary liaison between Commercial, Marketing, Supply Chain, Finance, and Customers.
   2. Drive alignment across teams to ensure execution of customer plans and business priorities.
   3. Foster a collaborative, performance-driven culture aligned with company objectives.
   4. Partner with Trade Marketing and Brand teams to ensure channel-specific plans maximize shopper impact and category growth.

Required Qualifications

1. Education & Experience
   1. 1. Bachelor’s degree in Business Administration, Marketing, Finance, or related field.
      2. 5+ years of experience in Sales, Key Account Management, or Customer Development.
      3. Proven experience managing distributors is highly desirable.
      4. Experience in CPG/FMCG industry is highly preferred.

1. 2. Technical & Analytical Skills
      1. Advanced proficiency in Microsoft Excel and PowerPoint.
      2. Strong financial acumen (P&L management, trade investment, ROI analysis).
      3. Experience with sell-in/sell-out data, Power BI, dashboards and customer systems.
      4. Experience with forecasting and planning.
      5. Ability to translate data into actionable insights and business strategies.

1. 3. Core Competencies
      1. Strong negotiation and influencing skills.
      2. Strategic thinking with strong execution discipline.
      3. Excellent communication and presentation skills.
      4. Results-driven with strong ownership and accountability.
      5. Ability to manage complexity in fast-paced, cross-functional environments.
      6. Relationship-building mindset with a strong customer focus.
      7. Consistently delivers against Net Sales and profitability targets
      8. Builds strong, trust-based relationships with key customers
      9. Drives execution excellence at store level
      10. Identifies and unlocks growth opportunities proactively
      11. Balances customer needs with company priorities

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