National 3PL Distribution & Agency Brands Customer Relationship, Commercial Growth, Execution Excellence
About the Company
We are a leading 3PL provider representing multiple agency brands across non‑perishables, beauty & cosmetics, toys, wellness, confectionery, and pet care . With a diverse portfolio and broad customer base across national retailers, independents, and e‑commerce channels, the business delivers strong commercial performance by partnering closely with brand owners, suppliers, and retail customers.
The Key Account Manager (KAM) plays a critical front‑line role in driving commercial outcomes, ensuring strong in‑market execution, and maintaining trusted and strategic customer partnerships.
Position Overview
The Key Account Manager is responsible for managing and growing key retail and distribution partners across the FMCG portfolio. This includes delivering joint business plans, driving category and sales performance, executing brand strategies, and ensuring accurate forecasting and product availability.
This role requires strong commercial capability, exceptional relationship management, and a deep understanding of FMCG retail dynamics within a 3PL/agency‑brand environment.
Key Responsibilities
- Customer & Account Management
- Own the end‑to‑end relationship with assigned retail customers, distributors, and strategic partners.
- Develop and execute Joint Business Plans (JBPs), including revenue targets, trade terms, promotional programs, and growth initiatives.
- Maintain regular engagement with buyers, category managers, and retail partners to drive visibility, availability, and performance.
- Present insights, category trends, new products, and performance reviews to customers professionally and compellingly.
- Commercial Planning & Revenue Delivery
- Deliver account‑level sales budgets, margin targets, and profitability expectations.
- Build accurate demand forecasts in collaboration with supply chain and product teams.
- Monitor account performance weekly/monthly and adjust plans as required.
- Manage pricing, claims, trade spend, rebates, and promotional investment aligned with commercial strategy.
- Promotion, Merchandising & Retail Execution
- Plan and execute promotional programs across customer accounts, aligned with brand and product strategies.
- Work closely with internal field operations and retail activation teams to ensure execution of display, POS, planograms, and on‑shelf fundamentals.
- Review promotional effectiveness and optimise future program design.
- Support launches, product changes, and seasonal activations to ensure successful in‑market delivery.
- Cross‑Functional Collaboration
- Partner with Product Managers, Marketing, Supply Chain, Finance, and Customer Service to ensure seamless customer delivery and experience.
- Provide customer insights to guide product strategy, NPD feasibility, range decisions, and demand planning.
- Escalate and resolve key account issues, supply disruptions, or service challenges rapidly and professionally.
- Supply Chain, Inventory & Fulfilment Alignment
- Ensure product availability across the customer portfolio by working closely with logistics and supply chain teams.
- Support forecast accuracy, SKU visibility, transitions, delists, and seasonal ordering cycles.
- Understand and navigate inherent 3PL challenges, including multi‑warehouse complexity and varied customer requirements.
(Mirroring the operational realities described in the uploaded PM PD.)
- Category, Consumer & Market Insight
- Monitor category, competitor, and shopper trends across beauty, wellness, toys, confectionery, and pet care.
- Identify growth opportunities and present data‑driven recommendations to both internal teams and customer partners.
- Use insights to influence ranging, shelf placement, promotional mechanics, and innovation adoption.
- Proven experience in Key Account Management, Territory Management, Category Management, or FMCG Sales .
- Strong understanding of FMCG retail channels (grocery, pharmacy, speciality, mass retail, e‑commerce).
- Experience working with agency brand owners or 3PL environments is highly advantageous.
- Strong numeracy, analytical capability, and commercial acumen.
- Demonstrated ability to negotiate, influence, and deliver mutually beneficial customer outcomes.
- Competence in forecasting, sales planning, reporting, and using sales/demand systems.
- Ability to navigate complex product portfolios across multiple categories.
- Confident and credible communicator; able to engage buyers and senior stakeholders.
- Outcome‑focused with strong follow‑through and ownership.
- Highly organised, resilient, and effective in a fast‑paced, shifting environment.
- Collaborative team player who works well across business functions.
- Values‑driven, relationship‑oriented, and commercially pragmatic.
This KAM role is central to delivering commercial growth , strengthening customer relationships , and ensuring brand owners achieve strong in‑market performance in a multi‑customer, multi‑warehouse environment.
It is the commercial “front door” for the agency brands and a critical partner to internal product, supply chain, and operational teams.
