Job Description
Role Purpose:
The Key Account Manager (KAM) – Mass and Walmart is responsible for developing and executing comprehensive customer business plans that deliver profitable growth across an assigned retailer or retail group. Representing Hain’s diverse brand portfolio, the KAM partners with internal cross-functional teams and external agency resources to drive strategic initiatives that align with Hain Reimagined—our transformational growth strategy.
This role is accountable for delivering top- and bottom-line results by leveraging category insights, optimizing trade investment, and executing flawlessly across pricing, placement, promotion, and product distribution.
Essential Duties and Responsibilities:
Customer Strategy & Business Planning
- Lead the development and execution of annual and quarterly joint business plans for assigned customer(s), aligned to volume, revenue, share, and profit targets.
- Identify and pursue growth opportunities across assortment expansion, pricing optimization, in-store execution, and emerging eCommerce strategies.
Customer Relationship Management
- Build and maintain senior-level relationships with customer leadership, including buyers, category managers, and merchant teams.
- Serve as the primary point of contact for all account activity and business discussions.
Cross-Functional Leadership
- Manage sales broker partners (based on customer).
- Collaborate across internal teams—Brand, Trade, Shopper Marketing, Finance, Supply Chain, Demand Planning, and Revenue Growth Management—to deliver end-to-end customer solutions.
- Partner with agency teams or regional brokers as needed to amplify field-level execution and support priority initiatives.
Sales & Analytics Execution
- Monitor, track, and report performance using syndicated data (e.g., Nielsen, IRI), retailer POS, and internal tools.
- Lead the preparation and delivery of persuasive, data-driven selling stories to influence assortment, shelf placement, and promotional activity.
Trade Targets
- Deliver trade targets and promotional planning within trade guidelines.
- Partner with analysts to ensure accurate accrual tracking and ROI measurement.
- Proactively evaluate pricing, promotional efficiency, and deductions to improve spend effectiveness.
Retail Activation & Execution
- Implement 4P strategies (product, placement, price, promotion) across the retailer ecosystem.
- Support in-store execution, retail marketing activation, and eCommerce content optimization initiatives.
Reporting & Forecasting
- Own forecasting accuracy in collaboration with Demand Planning.
Provide weekly recaps, monthly forecasts, and account-specific updates to leadership.