Key Account Manager (KAM)

Position Title:Key Account Manager (KAM)
Position Type: Regular - Full-Time
Requisition ID: 42859
Role Summary:
The Key Account Manager Food Service will lead the development of new business opportunities across assigned markets and drive sustainable growth through the execution of strategic initiatives and route-to-market development. The role is responsible for managing overall business performance and delivering key performance indicators (KPIs), including volume (metric tons), gross profit, DSO, and Joint Business Planning (JBP) execution with Major End Users (MEUs). Additionally, the position focuses on category development and market expansion by executing regional guidelines, with a strong emphasis on increasing market penetration and driving the adoption of differentiated, high-margin products while ensuring operational excellence.
Role Responsibilities:

• Lead, drive, implement, and develop commercial strategies to achieve business growth across assigned markets.
• Manage and develop Sales Executives or Field Operations Specialists (FOS) to deliver monthly, quarterly, and annual sales targets.
• Oversee the management and growth of key accounts, building strong relationships with Major End Users (MEUs).
• Act as a subject matter expert in the Food Service channel, providing insights on market trends, customer needs, and competitive positioning.
• Identify client needs and deliver tailored commercial and operational solutions through direct teams or distributor sales representatives.
• Develop and implement marketing and incentive plans to drive sales growth when required.
• Analyze distributor sell-out performance and inventory levels to optimize route-to-market (RTM) strategies.
• Serve as the main point of contact for key clients to ensure effective communication and execution of business plans.
• Plan, coordinate, and execute regular market visits (30-50% of time), coaching teams and improving in-field execution.
• Coordinate weekly planning activities (visits, product focus, execution priorities) for assigned teams.
• Support and execute marketing initiatives, ensuring proper use of promotional materials (POP and others).
• Manage relationships with distributors, including participation in periodic business reviews to track performance, align action plans, and strengthen pipeline and inventory management.
• Prepare, coordinate, and present Quarterly Business Reviews (QBRs) and annual Kick-Off meetings in collaboration with cross-functional teams.
• Monitor competitor pricing and market positioning to ensure competitiveness.
• Review and manage distributor inventory on a weekly basis to support sales execution.
• Manage an active sales pipeline using CRM tools (Salesforce) and track team performance.
• Partner with the Regional Manager to develop financial analysis, including gross profit by category and performance by account/executive.
• Foster a positive, collaborative team environment, addressing concerns in a timely and professional manner.
• Collaborate cross-functionally with Marketing, Finance, and Supply Chain teams to ensure alignment and execution.

Scope, Influence, Impact:

• Leads commercial performance across assigned markets within the Food Service channel.
• Accountable for delivering key business results, including volume, profitability, and JBP execution.
• Influences distributor execution and key customer relationships to drive growth and market expansion.
• Collaborates with cross-functional teams and Regional leadership to align strategy and execution.
• Drives market penetration and category growth through the adoption of high-value products.

Qualifications & Experience:

• Bachelor's degree in Business, Marketing, or a related field; MBA or Master's degree in Marketing, Finance, or Operations is a plus.
• Minimum of 5 years of relevant sales experience, preferably within the Food Service industry or food sales environment.
• Proven experience managing distributors and working within the Foodservice or HORECA channels.
• Strong negotiation, communication, and stakeholder management skills, with the ability to build and maintain effective business relationships.
• Strategic mindset with solid problem-solving and analytical capabilities to support business decision-making and performance tracking.

• Proficiency in Microsoft Office (Excel, PowerPoint, Word) and experience using CRM tools (e.g., Salesforce).
• Full proficiency in Spanish (both written and spoken) is required; English proficiency is preferred.

• High level of accountability, with the ability to work independently, prioritize multiple initiatives, and manage complex projects.
• Results-oriented, proactive, and assertive, with the ability to operate with minimal supervision.
• Availability to travel periodically to the northern region of the Dominican Republic, approximately every two weeks, in accordance with business needs.

• Willingness and availability to travel frequently to support client engagement and market development; valid driver's license and U.S. visa required for regional travel within the Caribbean and Latin America.

• Experience in Central America and Caribbean markets is considered an asset.

Physical Demand:

• This position may require the ability to lift, carry, or move objects weighing up to 40 pounds.
• The role involves spending approximately 30-50% of the time in the field and requires frequent travel both locally and internationally.
• Requires the ability to drive long distances as part of regular field visits and customer engagement activities.
• Continuous sitting for prolonged periods (more than 2 consecutive hours).
• Frequent to continuous computer usage (greater than or equal to 50% of the workday) is required.
• The role requires participation in product demonstrations, including exposure to hot cooking surfaces, open flames, hot oil, and occasionally cold storage or freezer environments.

Compensation and Benefits:
Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law:

• The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future.

• We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical insurance and 401(k) to eligible employees.

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
Location(s): DO - Dominican Republic : National District : Santo Domingo || DO - Dominican Republic : Other : Reference job description
Company: McCain Calatin Inc.