Key Account Manager

About the role

We are looking for a Key Account Manager in our sales organization to support our Mass accounts. Naterra's brands aren't just products on a shelf — they're brands our buyers and shoppers genuinely love, and we need someone who feels that same energy and wants to build a career around it. On the Naterra Sales Team, you'll own and influence the relationship with some of our key retailers in the Mass channel, getting hands on experience with assortment and promotions to drive sales. This is a chance to bring real passion to exciting brands that consumers already love, and grow your career as you do it. 

What you'll do

• Build partnerships and facilitate a superior customer experience by ensuring alignment and execution against mutually agreed upon goals and business plans for Naterra, Retail Partners, and Broker/Distributors. 

• In tandem with our broker partners, Create and execute retailer go-to-market strategies and solutions, adjusting quickly as market and competitive conditions shift. 

• Provide ongoing tracking, analysis, and measurement of business trends and growth opportunities — turning data into timely, actionable decisions rather than after-the-fact observations. 

• Resolve customer service issues quickly and decisively while building strong, trust-based relationships. 

• Own and deliver against P&L targets — including net revenue, gross margin, and trade spend — to ensure financial objectives are achieved in a competitive, velocity-challenged category. 

• Forecast shipment and consumption patterns aligned to Naterra's Fiscal Year planning calendar, adjusting proactively as new data signals emerge. 

• Manage and analyze trade funds with rigor and urgency to efficiently drive the business and protect margin. 

• Develop and pressure-test promotional strategy to maximize sales opportunities and help offset category velocity declines. 

• Utilize data and insights — including syndicated and POS data — in preparation for all line reviews, building a fact-based case for shelf space and assortment. 

• Take an active role in preparing and delivering quarterly business reviews, both internally and with the retail customer, grounded in data. 

• Attend retailer meetings and trade shows as required, representing Naterra with urgency and professionalism. 

Qualifications

• Sense of urgency and bias for action — demonstrated ability to move quickly and decisively in a competitive, SKU-saturated category where speed determines who wins the shelf.

• P&L acumen — proven experience owning and managing a P&L scorecard, including trade spend, margin, and profitability trade-offs, not just top-line volume.

• Data-driven decision-making — fluency with syndicated data sources (Nielsen, IRI, Numerator) and retailer POS/Tableau, and the ability to turn data into a clear, fact-based sales story that drives action.

• 3-5 years working in the Consumer-Packaged Goods (CPG) industry in Sales, Category Management, or Customer/Account Management.

• Bachelor's degree.
•  Analytical curiosity and a strong track record of solving complex business problems.
• General knowledge of CPG industry dynamics, including how SKU proliferation and competitive entrants affect velocity and market share.

• Proven customer management experience, evidenced by prior ownership of customer strategy and execution.

• Excellent knowledge of sales analysis and metrics, including retailer-specific POS systems and syndicated data sources such as Nielsen, IRI, Numerator, and Tableau.

• Critical thinking skills — the ability to piece together data analysis into a sales story that is relatable and compelling to the specific retailer.

• Strong communication and presentation skills, with the ability to tell a cohesive, fact-based sales story with a clear sense of urgency.