Herbs, Etc.

Compensation

Full Description

Job Purpose The Key Account Manager (KAM) is a pivotal role responsible for managing and growing some of the company’s strategic national and regional customer accounts within the herbal supplement industry. This position focuses on driving revenue growth, maintaining high customer satisfaction, deepening the partnership with key retailers, and educating on the brand, our products, and other key topics. The KAM will be the primary commercial liaison, utilizing a strong understanding of sales analytics, promotional planning, and a customer-service mindset to achieve sales and profitability targets. This role requires relevant industry experience, strong presentation skills for educational trainings, and the ability to travel frequently to support accounts, tradeshows, and broker activities. Duties and Responsibilities • Account Strategy & Growth: Develop and execute strategic account plans to achieve assigned annual sales targets and drive profitable growth within key national and regional accounts. • Manage the entire sales cycle, from initial relationship building to negotiating terms and closing agreements with key customers. • Conduct regular business reviews with key customers, leveraging data to identify growth opportunities and resolve potential issues proactively. • Promotional Planning & Analysis: Lead the planning, budgeting, and execution of all account-specific promotional activities, including new items, Temporary Price Reductions (TPRs), co-op advertising, displays, and pricing actions. • Analyze sales data, performance metrics, and promotional effectiveness using Excel and other reporting tools to maximize Return on Investment (ROI) and maintain budget/profitability goals. • Prepare accurate sales forecasts and ensure sales activities align with financial targets and performance metrics. • Customer & Broker Management: Serve as the primary liaison, demonstrating a strong customer service mentality and solution-oriented approach to ensure high client satisfaction and retention. • Coordinate with the Director of Sales, Customer Service, and Operations to ensure successful order fulfillment and resolution of customer complaints. • Plan and execute broker ride-alongs and provide functional training, guidance, and support to the broker field team. • Training & Market Representation: Develop and deliver dynamic educational trainings and compelling sales presentations to customers, internal teams, and groups of people at key meetings and events. • Represent the company at industry events, trade shows, and conferences to promote products and strengthen market positioning. • Remain a quick learner and maintain deep knowledge of brand differentiators, industry, market trends, and competitive landscape. Herbalism knowledge a major positive. • Perform any other tasks as assigned by management. Qualifications, Knowledge, Skills and Abilities Education & Experience: • Bachelor’s degree in Marketing, Sales, Business Administration, or a related field. • Minimum of 5+ years of CPG sales experience, with at least 3 years focused on Key Account Management for national or regional accounts. • Must have relevant industry experience in the herbal supplement or natural products space. • Dynamic speaking skills and comfortability presenting in front of large groups. • Bonus: Practical experience or knowledge of herbalism/herbal supplements. Skills & Competencies: • Demonstrated proficiency with numbers, promo planning, budgeting, and advanced skill in using Excel for data analysis and reporting. • Proven ability to conduct effective educational trainings and present information clearly to small and large groups. • Strong negotiation, relationship-building, and conflict resolution skills, with a solution-oriented mindset. • Highly organized, strategic thinker with a quick learner and self-starter attitude. • Excellent written and verbal communication skills, including a high degree of emotional intelligence. Attributes & Requirements: • Must be a collaborative, team-oriented employee. • Ability to travel nationally as needed for key meetings, trainings, broker ride-alongs, and trade shows (approximately 20-30%). Competencies: · Strategic Mindset - Anticipates future trends and implications accurately; Readily poses future scenarios; Articulates credible pictures and visions of possibilities that will create sustainable value; Creates competitive and breakthrough strategies that show a clear connection between vision and action · Manages Complexity - Asks the right questions to accurately analyze situations; Acquires data from multiple and diverse sources when solving problems; Uncovers root causes to difficult problems; Evaluates pros and cons, risks and benefits of different solution options · Builds Effective Teams - Forms teams with appropriate and diverse mix of styles, perspectives, and experience; Establishes common objectives and a shared mindset; Creates a feeling of belonging and strong team morale; Shares wins and rewards team efforts; Fosters open dialogue and collaboration among the team · Manages Conflict - Steps up to conflicts, seeing them as opportunities; Works out tough agreements and settles disputes equitably; Facilitates breakthroughs by integrating diverse views and finding common ground or acceptable alternatives; Settles differences in productive ways with minimum noise · Drives Engagement - Structures the work so it aligns with people’s goals; Empowers others; Makes each person feel his/her contributions are important; Invites input and shares ownership and visibility; Shows a clear connection between people’s motivators and the organizational goals · Can do the job - Competence: The worker knows how to perform the duties effectively and efficiently. Experience: The worker has done similar work before or has relevant training. Capability: The worker is physically, mentally, or technically able to meet the demands of the job. Reliability: The worker can be trusted to complete the work correctly and on time. Work Environment This employee can work in the Santa Fe office or can work remotely. National travel is required to train and develop brokers and sales representatives, call on and make sales presentations to their accounts, and/or perform educational trainings. Ability to work independently and without administrative support. Be able to work from any location, including home, airport, or customer location.