KAM - Traditional Channel

Position Objective

Develop and strengthen commercial relationships with key distributors in the Traditional Channel, ensuring the achievement of sales, profitability, coverage, and brand growth objectives in their assigned territory.

Main Responsibilities

• Manage and develop commercial relationships with strategic distributors in the Traditional Channel.
• Ensure the achievement of assigned sales, volume, invoicing, and profitability objectives.
• Develop commercial and growth plans in conjunction with each distributor.
• Identify opportunities to increase brand coverage, penetration, and presence in different territories.
• Track commercial indicators such as sell-in, sell-out, inventory, coverage, and turnover.
• Negotiate commercial agreements, promotions, conditions, and growth strategies with distributors.
• Ensure the correct execution of promotions, commercial activities, and brand strategies in the market.
• Analyze customer performance and identify opportunities, risks, and deviations from objectives.
• Work closely with internal departments of Trade Marketing, Marketing, Supply Chain, and Finance to ensure the correct execution of strategies.
• Conduct frequent visits to distributors and markets to understand operations, identify opportunities, and ensure commercial execution.
• Prepare reports and presentations on results, progress, and action plans.
• Maintain a strategic relationship with the decision-makers of the assigned accounts.

Required Profile

• Bachelor's degree in Administration, Business, Marketing, Engineering, or a related field.
• Experience of 3 to 5 years or more in commercial positions, preferably as KAM, Account Executive, or Sales Manager.
• Proven experience serving distributors within the Traditional Channel. (Excluding)
• Desirable experience in mass consumer companies. (Excluding)
• Knowledge of the functioning of the Traditional Channel and distribution models.
• Experience in commercial negotiation and customer development.
• Management and analysis of commercial and financial indicators.
• Availability to travel according to territory needs.
• Proficiency in Excel and commercial analysis tools.