Key Account Manager - U.S Natural West

To deliver sales and profit targets for the nominated accounts in line with the US strategic objectives, sales and contribution targets. In addition, through effective and proactive account management deliver business growth targets ensuring they are aligned to both customer and Company objectives.


Key Responsibilities

• Achieve sales and profit targets for the designated Key Accounts such as Infra, Natural Grocers, and Pharmaca.

• Devise effective Key Account plans to maximise company marketing expenditure.

• Provide quality of management information to gain a better understanding of the business drivers.

• Strategically plan the development of each account.

• Effective manage third party brokers and merchandisers

• Report monthly account performance, including Electronic Point of Sale (EPOS) auditing and Retail Sales Price (RSP).

• Manage customer relations within each account by utilizing excellent customer service skills to manage all issues that arise as a result of our business with that account.

• Effectively manage the complexity of the accounts and resolve problems.

• Agree strategic business plan to achieve key sales and marketing objectives and track the progress on a quarterly basis.

• Manage designated customer spend where relevant and deliver ROI

• Plan and deliver client meetings.

• Agree and deliver price increases through customers as defined by the General Manager. Manage trading terms in line with SAP.

• Develop an optimum range of new and core product distribution in all accounts.

• Identify key category and shelf location for products within accounts and work to ensure products are in the optimum position.

• Work within the agreed trade funding and keep under tight control.

• Reduce non-productive discounts (e.g., off-invoice allowance) in favour of consumer pulling promotional activities

• Identify and develop new business opportunities.

• Introduce new ideas to enhance your accounts, influencing both buyers and colleagues of the value they will add and the feasibility.

• Present and list New Product Developments (NPDs).

• Brief Brand Managers on Trade Marketing requirements within agreed timeframes.

• Produce monthly reports by highlighting trends arising, key success/failure areas of opportunity and competitor activity.

• Prepare volume forecasts by brand/account.

• Provide contact reports for key meetings within agreed deadlines.

• Build and maintain strong relationships with internal departments, e.g. Marketing, Customer Service, SCO and Finance.

• Frequent attendance at trade shows, driving revenue and building productive relationships with retailers and distributors


Person Specification 

Education / Qualifications

• Degree educated

• Previous Sales experience – minimum 3 years

• Strong knowledge or background in homeopathic/natural healthcare products is


• Previous experience and understanding of margins, customer profitability and sales

targets within a fast moving retail environment.


Skills and Experience


• Good communication skills, verbal, written and presentation

• Ability to gather, analyze, interpret and report verbal or numerical data

• Ability to understand market/retailer data to build strong commercial arguments

• Excellent working knowledge of Microsoft Word, Excel and PowerPoint and the

aptitude to learn new systems

• Excellent attention to detail

• Ability to work with individuals at different levels

• Methodical and well organised with the ability to prioritise workload

• Ability to build and maintain strong professional relationships

• Knowledge of and comfort with quantitative forecast tools


• Target driven

• Able to work independently and as part of a team, maintaining a ‘can do’ attitude

• Flexible approach to work and tasks

• Willing to travel up to 60% of the time