Business Development Manager

The Key Account Manager (KAM)is responsible forthe strategic ownership, performance management, and profitable growth of a defined portfolio of high-value retail partners. Unlike Territory Sales Managers who manage broad geographic coverage and general account acquisition, the Key Account Manageroperatesas the business owner for a limited number of priority accounts, delivering deeper operational execution, structured performance management, and elevated service standards. This role functions as the primary commercial lead for assigned partners and is accountable for revenue growth, sell-through velocity, promotional execution, merchandising compliance, and financial performance. The position requiresa high levelof autonomy, analytical rigor, and cross-functional leadership. Role Scope Portfolio: ~3050 strategic or high-volume accounts Focus: existing business growth and optimization Coverage: structured cadence and business planning vs route-based selling Environment: daily field presence within assigned region Ownership: full account performance responsibility Business Ownership Responsibilities The Key Account Manageroperatesas the general manager of their assigned portfolio. Own revenue, margin, and sell-through performance for all assigned accounts Develop quarterly Joint Business Plans (JBPs) with volume and growth targets Manage promotional calendars and trade spend investments Forecast demand and align inventory flow with operations Monitor assortment strategy and distribution breadth by door Conduct monthly business reviews internally and with retail partners Identifyrisks and implement recovery plans to protect revenue and margin Field Execution & Service Standards This role emphasizes quality, depth, and operational excellence over high-volume routing. Conduct35 in-person store visits per day Maintain consistent weekly presence across all assigned doors Ensure merchandising standards, displays, and placement compliance Execute promotional programs accurately and on schedule Deliver product education and staff training sessions Document all visits and action plans within CRM within 24 hours KPI Enforcement & Performance Management The KAMis responsible forensuring accounts meet agreed service and execution standards. Monitor pricing, promotional adherence, and display compliance Enforce execution of contracted promotional programming Address underperformance with corrective action plans Track competitive activity and recommendcounter-strategies Hold retail partners accountable to agreed business commitments Revenue & Financial Accountability Manage order cadence and forecast accuracy Track tradespendROI and promotional effectiveness Partner with Finance/AR to support on-time collections Monitor deductions, credits, and margin impact Protect profitability through disciplined discounting and investment Decision Authority This roleoperateswith greater autonomy than traditional territory coverage positions and may: Recommend pricing and promotional strategies Approve account-specific programs within budget guidelines Prioritize inventory allocation for key partners Influence assortment and launch strategy Escalate or adjust service levels for non-compliant accounts Propose growth initiatives and investment plans KPIs & Success Metrics Performance is measured through defined, quantifiable standards: Revenue vs target Sell-through velocity by category Distribution breadth (SKUs per door) 95%+ weekly visit completion 100% priority door coverage 90%+ promotional execution accuracy Forecast variance within 10% AR aging within agreed terms Trade spend ROI New itemplacement success Role Boundaries (Scope Clarification) To ensure functional clarity, this role differs from Territory Sales coverage in the following ways: The Key Account Manager: Does not prospect or open new independent doors Does notmaintainbroad route coverage Does not manage high-frequency transactional accounts Focuses exclusively on assigned strategic partners New account acquisition and general territory routing remain responsibilities of the Territory Sales Manager function. Qualifications 5+ years field sales or account management experience Experience managing multi-location or chain retailers preferred Demonstrated ownership of $X+ book of business or equivalent portfolio Strong analytical and financial acumen Experience building account plans and forecasts CRMproficiency(Salesforce or similar) Excellent negotiation and presentation skills Cannabis or CPG industry experience strongly preferred Must be 21+ and able to travel daily within assigned region Core Competencies Account ownership mindset Structured execution discipline Data-driven decision making Negotiation & influence Time management Cross-functional collaboration Professional field presence Ideal Candidate Profile Treats each account like a standalone business Comfortable holding partners accountable Organized, process-driven, and disciplined Strong operational thinker Proactive and solutions-oriented Balances relationship management with performance rigor Salary $100000 USD per year recblid neieji1w73utdd4g9gix8psl31zlap

Created: 2026-03-04