Key Account Manager

THE COMPANY

Our client is a well-established food manufacturing company with a strong market position in Northern Mexico and ambitious national growth plans. This market niche leader in its category has a very well recognized and leading brand in North America. They currently seek a high-impact Key Account Manager (KAM) to accelerate its expansion within strategic retail accounts and increase market share across all of Mexico. The KAM is based in Mexico City.

THE POSITION

Lead the commercial strategy and executive relationships with key national retail accounts, driving portfolio expansion, shelf-space negotiations, promotions, and planogram optimization, while developing new business opportunities throughout the Mexico City metropolitan area and ensuring flawless execution at store level. Must have a proven track record of growing market share. 

Key Responsibilities

• Manage and develop strategic relationships with major retail accounts including Costco, Walmart, Sam’s Club and Soriana.
• Conduct regular business reviews with corporate buyers and key decision-makers.
• Negotiate new SKU listings, promotions, displays and planogram improvements.
• Increase market share and brand presence within assigned accounts.
• Manage pricing updates, commercial agreements and annual business reviews.
• Identify and develop new business opportunities in Mexico City and surrounding areas.
• Prospect and secure new regional and national customers.
• Oversee field execution and point-of-sale operations.
• Coordinate and lead the existing regional commercial team.
• Analyze sales performance, profitability and account development opportunities.
• Develop growth plans by customer and channel.
• Ensure achievement of commercial and financial objectives.
• Key Performance Indicators (KPIs)
• Sales growth across strategic accounts.
• New SKU approvals and listings.
• Planogram gains and shelf-space expansion.
• Market share growth among assigned customers.
• New customer acquisition.
• Account profitability.
• Commercial objective attainment.
• Sustainable business growth in the region.

THE CANDIDATE

Experience

• 5-10+ years of successful experience in Key Account Management, National Accounts, Business Development or related commercial leadership roles.
• Proven experience negotiating directly with corporate buyers and decision-makers within large chain store retail organizations like Walmart, Sam’s Club, Soriana, Costco, etc.
• Background in food manufacturing, consumer packaged goods, bakery, dairy, protein, snack foods or other perishable product categories. 
• Demonstrated success driving sales growth, portfolio expansion and strategic account development.
• Experience leading commercial teams and field operations.

Technical Knowledge

• Planogram negotiations.
• New product listings and category management.
• Promotional strategies and trade marketing.
• Pricing and profitability management.
• Modern retail channel management.
• Business development and customer acquisition.

Competencies

• Outstanding negotiation skills.
• Results-oriented mindset.
• Strong commercial drive and competitive spirit.
• Ability to build executive-level relationships.
• Resilience and persistence.
• High energy and execution focus.
• Hands-on leadership style.
• Strong sense of ownership and accountability.
• English and Spanish fluency.