Key Account Manager

Key Account Manager

The key account manager (KAM) is the main driver of profitable growth for the wholesale channel within a defined territory and is focused on sourcing and activating new business, selling in collections across brands, and maintaining strong customer relationships. They must be knowledgeable of in-season performance per account and drive the team to maximize opportunities within the season through repeats, marketing, and incentive programs to achieve revenue targets. They must work cross-functionally with marketing, visual merchandising, buying, logistics, and legal to meet customer needs.

Key responsibilities include the achievement of annual and long-term sales and profit plans by sourcing new accounts and growing existing accounts. They must establish a strong business relationship with key category decision-makers, lead bi-annual strategic meetings with accounts to review off-the-book (OTB), performance, growth opportunities, competitive landscape, and future product/trend forecasts to influence budget allocation, manage all sell-in activities from pre-order to in-season repeats to drive the distribution of the brands, communicate retail price positioning for accounts, ensuring it considers all channels within the territory, manage account P&L, negotiations of business terms and contract, collaborate with internal marketing resources to determine seasonal marketing/promotional plans, hold monthly meetings to review wholesale sales and future receipts to build more accurate forecasts and identify opportunities to increase merchandise revenue, build yearly budget plans for the wholesale channel, and manage a small team of wholesale coordinators.