Key Account Manager - *(FULLY BILINGUAL)

Key Account Manager

CPG Industry

Company Overview

‪High Point Sales and Marketing LLC is a company located in Houston Texas which provides their clients with different services such as: brokerage, consulting, merchandising, trade marketing and some custom services to help growth their product portfolio in the channels, and markets according to their commercial strategy.

Position Summary

The Key Account Manager maintains and expands relationships with strategic and important customers in their assigned regions, playing an integral role in new business pitches and holding responsibility for the effective on-boarding of new clients. The key account manager's responsibilities include growing the company's revenue by ensuring that key clients are satisfied with the services provided, identifying new business opportunities for key clients, and attending all meetings, conventions and training workshops.

Location: Main Office Houston, Texas

Principal Duties

• Account Management and Relationship Building - The KAM is responsible for maintaining and expanding relationships with key retail clients and wholesalers. This includes regular communication, understanding their business needs, and providing tailored solutions to improve their sales and product offerings. Act as the primary point of contact for major retail clients. Regularly meet with clients to review performance and identify opportunities for growth. Ensure customer satisfaction and manage conflict resolution when necessary. Build long-term partnerships to ensure loyalty and continued business.
• Sales and Revenue Growth - The KAM plays a critical role in driving sales and increasing revenue for the company. This includes managing product assortments, promotions, and pricing strategies to maximize the potential within key accounts. Develop and implement sales strategies and plans to achieve growth targets for key accounts. Identify opportunities for cross-selling and upselling products within accounts. Monitor and analyze sales performance, adjusting strategies to meet targets. Work with the client to optimize product placement and increase shelf visibility.
• Negotiation of Contracts and Pricing - A critical aspect of the KAM's role is negotiating pricing, contracts, and terms of sale with retail clients. This includes determining promotional pricing, discount structures, and long-term contracts. Negotiate pricing, discount terms, promotional support, and other contract details. Ensure profitable terms for both the company and the client. Ensure compliance with agreed-upon terms and conditions. Secure long-term agreements that provide stability and predictability for both parties.
• Market Analysis and Strategy Development - The KAM must stay informed about market trends, consumer behavior, competitor activity, and the client’s business to develop effective sales strategies. This includes tailoring strategies to meet the client’s specific market needs and objectives. Conduct regular market research and competitor analysis to understand industry trends. Use insights from data and customer feedback to develop sales strategies for each key account. Adjust product offerings and promotional strategies based on customer needs and market conditions. Stay updated on consumer preferences and industry shifts to anticipate changes in demand.
• Collaboration with Internal Teams - The KAM is responsible for coordinating with internal teams (sales, marketing, logistics, supply chain, etc.) to ensure the effective execution of plans and customer requirements. They serve as the liaison between the client and the internal business functions. Collaborate with marketing teams to develop customized promotional campaigns for key accounts. Work with the supply chain and logistics teams to ensure timely delivery and stock management. Coordinate with product development teams to ensure the right products are available for key accounts. Provide feedback to the internal teams about customer needs and market demands.

Abilities

• Attention to detail – The ability to review and perform tasks that require large amounts of data without errors.
• Time Management – The ability to multitask and assign priorities to different projects.
• Responsiveness – The ability to stay on top of communications through all channels and respond promptly.
• Complex Problem Solving - Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
• Inductive Reasoning – The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events.)
• Versatility – Ability to work both independently, and as a team player.
• Technology Savvy – Ability to learn about different technologies, platforms etc.

Skills

• Relationship Management – Strong interpersonal skills are essential to build and maintain long-lasting relationships with key customers (grocery retailers, wholesalers, etc.). A KAM must be able to foster trust and collaboration, ensuring customer satisfaction and loyalty. Long-term success in the CPG (Consumer Product Good) sector often depends on maintaining strong, mutually beneficial partnerships.
• Negotiation Skills – A KAM needs to be a skilled negotiator, able to manage pricing discussions, promotional terms, and contract negotiations in a way that benefits both the client and the company. CPG companies often face price pressures and competitive market dynamics, so the ability to negotiate favorable terms while maintaining strong relationships is crucial.
• Sales Strategy Development – The ability to create and implement sales strategies tailored to the needs of key accounts. This includes understanding customer business models, identifying growth opportunities, and executing customized plans. A KAM’s role is not just about managing existing business but also identifying new opportunities for growth.
• Analytical Thinking – The ability to analyze sales data, market trends, customer behavior, and competitor actions to make data-driven decisions. In a fast-paced CPG environment, insights from data can help identify opportunities for sales optimization, product assortment, and promotional effectiveness.
• Customer-Oriented Mindset – Understanding the unique needs and goals of each key customer and delivering tailored solutions to meet those needs. A customer-centric approach is vital for driving sales, improving product placements, and maximizing retailer satisfaction.
• Project Management – The ability to manage multiple accounts, projects, and timelines simultaneously. This includes overseeing product launches, promotional campaigns, and supply chain coordination. Effective project management ensures that key initiatives are executed on time and meet the goals set for the account.
• Market and Industry Knowledge – In-depth knowledge of the CPG and grocery retail sectors, including trends, regulations, consumer behavior, and the competitive landscape. Staying ahead of industry changes and understanding market dynamics allows the KAM to make strategic decisions that support the long-term success of key accounts.
• Problem-Solving Skills – The ability to quickly address and resolve issues, whether related to supply chain disruptions, customer dissatisfaction, or product performance. A KAM must be proactive in solving problems to maintain smooth operations and keep customers satisfied, especially in high-pressure situations.
• Communication Skills – Clear and effective communication with clients, internal teams, and cross-functional departments. This includes presenting ideas, negotiating terms, and reporting progress. Strong communication ensures that all stakeholders are aligned and that expectations are met, both internally and externally.
• Financial Skills - Understanding financial metrics, profit margins, and budget management. A KAM should be able to evaluate the financial health of the accounts they manage and use this information to drive profitable growth. Strong financial understanding ensures that sales strategies are profitable and that the KAM can make informed decisions regarding pricing, promotions, and investments in key accounts.

Qualifications

• Bachelor's degree in Business Administration, or a related field, while not necessary, would be an advantage.
• Previous experience in trade marketing, the sales field, account management and territory sales.
• Strong account management and relationship building skills.
• Experience of managing major accounts at head office level.
• Highly self-motivated.
• Strong interpersonal and communication skills.
• Good presentation skills.
• Proven record of effectively meeting sales quotas.
• Expert in all Microsoft Office applications (specifically Excel), and CRM software.
• The ability to build rapport with key clients.
• The ability to handle multiple client accounts.
• Strong negotiation and leadership skills.
• Professional experience in B2B sales in the analytical analyzer industry.
• Excellent communication skills, negotiation skills and a resilient nature.
• Ability to work well in a team and ability to make your own decisions.
• Excellent presentation skills.
• Proficient in English and Spanish. Additional languages are an advantage.
• Willingness to travel up to 50% of your work schedule.

Quantitative

• Sales Quota Accomplishment (Min 100%)
• Account Growth vs Last year (Min. above 10%)
• New product penetration measurements: presented and approved (combined min of 80%)
• On Time Report delivery (Min. 100%)
• Accuracy, clarity and reliability of information
• Product Presentation

Qualitative

• Timely responses
• Prioritizing
• Teamwork
• Quality of data reported (Min. 100%)
• Communication

**The above statements reflect the general details necessary to describe the principal functions of the occupation described and shall not be construed as a detailed description of all the work requirements that may be inherited in the occupation.

Job Type: Full-time

Pay: From $60,000.00 per year

Benefits:

• 401(k)
• Health insurance
• Paid time off
• Referral program

Schedule:

• Monday to Friday

Supplemental Pay:

• Bonus opportunities
• Performance bonus

Education:

• Bachelor's (Required)

Experience:

• Account management: 3 years (Required)

Language:

• English and Spanish proficiently (Required)

Location:

• Houston, TX (Required)

Ability to Relocate:

• Houston, TX: Relocate before starting work (Required)

Willingness to travel:

• 50% (Required)

Work Location: On the road

Salary : $60,000