Key Account Manager Modern Trade

Position Title: Key Account Manager Modern Trade
Position Type: Regular - Full-Time
Grade: Grade 04
Requisition ID: 39556
Purpose
The purpose of this role is to develop and implement business and category-specific strategies to achieve objectives for assigned strategic accounts. The role is accountable for working directly with the retail and sales management teams. Leading internal stakeholder engagement and collaboration is essential for success in this role. Coordination of all aspects of direct customer interactions is critical, including working with key division sponsors, regional and national sales leadership, and division sales team members to ensure the optimization of all contracted business growth opportunities. Solid Reporting to the Retail Regional Manager with a dotted to KAM PR, the Key Account Manager RD will effectively lead and manage Dominican Republic.
Key Responsibilities

• Establish, advance, and maintain relationships with key retailers in Dominican Republic, such as, CCN, Grupo Ramos, Bravo, Hipermercado Ole, PriceSmart, Carrefour, Contigo, Plaza Lama, Supermercado José Luis, among others , as well as with Petro Antillana to develop each market and expand brand distribution.
• Disseminate critical customers, competitors, and market information to all relevant company stakeholders; the candidate must be able to rapidly lead and navigate change processes both with customers and internally at McCain.
• Develop pricing strategies and manage processes with distributors and retailers to achieve business objectives within assigned strategic accounts.
• Collaborate with division marketing teams to design, communicate, and deliver customized value-added programs to assigned strategic accounts.
• Influence and negotiate internally to ensure deliverables to assigned strategic accounts align with both customer and McCain needs.
• Act as the main point of contact for escalated issue resolution within assigned strategic accounts.
• Build, maintain, and routinely update strategic account business plans.
• Demonstrate strong skills in business communication, sales presentation development and delivery, and influencing without formal authority.
• Prepare and conduct Executive Business Reviews with assigned strategic accounts.
• Prepare executive-level presentations and present strategic and tactical recommendations to key internal stakeholders to obtain feedback, build alignment, and drive implementation.
• Conduct problem solving with business leaders, work effectively across the organizational matrix, and employ influencing skills to improve the quality of strategic thinking and enhance or accelerate the impact of key strategies and initiatives.
• Master and maintain in-depth knowledge of customer businesses, competitive landscapes, and the latest industry news and trends.
• Collaborate with the marketing team to develop sales and marketing strategies to achieve objectives.
• Guide and oversee the merchandising team across the Dominican Republic to ensure best-in-class execution, establishing KPIs for each team and market.
• Analyze sell-in and sell-out data to identify actions that will drive market performance and results.

Qualifications & Experience
Education:

• Bachelor's Degree in Marketing, Business Administration, or related fields.
• Nice to have: MBA or equivalent graduate degree.

Language Skills:

• Fully bilingual in Spanish and English, both verbal and written.

Experience:

• Minimum of 5 years of experience in key account or national account leadership within the Food and/or FMCG industries.
• Proficient in Microsoft Excel, PowerPoint, and Word; experience with Power BI is preferred.
• Strong oral and written communication skills.

Competencies & Skills

1. Strong business management skills, including data analysis, sales forecasting, P&L management, and strategic planning.
2. Skilled in understanding, negotiating, and implementing contract terms and conditions.
3. Proven negotiation skills; able to negotiate effectively in challenging situations with both internal and external stakeholders.
4. Successful track record in managing complex projects, including conversions, RFP processes, and the implementation of unique strategic account programs.
5. Demonstrated ability and experience working with and through cross-functional teams.
6. Proven ability to develop and deliver presentations to senior and executive-level audiences.
7. Proficient in financial analysis and developing executive presentations.
8. Experience in retail, shopper marketing, or customer experience is preferred.
9. Self-starter with a proactive mindset and an independent approach to problem-solving.
10. Capable of managing and prioritizing multiple initiatives of varying complexity.
11. Demonstrates interpersonal savvy, resilience, ability to manage ambiguity, situational adaptability, and a strong drive for results.

Additional Notes

• Direct reports: None
• Travel: 25%

McCain Foods is an equal opportunity employer. As a global family-owned company, we strive to be the employer of choice in the diverse communities around the world in which we live and work. We recognize that inclusion drives our creativity, resilience, and success and makes our business stronger. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, veteran status, disability, or any other protected characteristic under applicable law.
McCain is an accessible employer. If you require an accommodation throughout the recruitment process (including alternate formats of materials or accessible meeting rooms), please let us know and we will work with you to find appropriate solutions.
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Job Family: Sales
Division: CALATIN
Department: Retail Calatin
Location(s): DO - Dominican Republic : National District : Santo Domingo || DO - Dominican Republic : Other : Reference job description
Company: McCain Calatin Inc.