Key Account Manager

CooperVision Limited

São Paulo

Híbrido

BRL 280 000 - 420 000

Tempo integral

Há 3 dias

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Resumo da oferta

CooperVision Limited in São Paulo seeks a seasoned Key Account Manager to lead strategic accounts, drive sell-in and sell-out, and expand market share.

You will build Joint Business Plans, lead a cross-functional team, and negotiate profitable agreements with senior customers while ensuring execution excellence across channels.

Qualificações

Experience in key account management and JBP
Strong ability to negotiate and drive growth with senior stakeholders
Proven track record in leading cross-functional teams and executing strategic plans
Experience managing strategic accounts and complex customer relationships
Advanced English for global interactions

Responsabilidades

Lead and develop long-term partnerships with key accounts
Develop and execute Joint Business Plans with customers
Drive sell-out acceleration and category growth across channels
Lead and develop a multi-layered commercial team
Influence cross-functional stakeholders and align priorities
Negotiate and manage trade investments while protecting profitability
Monitor performance and ensure execution excellence across channels

Conhecimentos

Key account management

Joint Business Planning

Commercial strategy

Market dynamics

Channel management

Financial analysis

Executive communication

Strategic negotiation

Leadership

Cross-functional leadership

Data-driven decisions

English proficiency

Strategic thinking

Influence and alignment

Formação académica

Bachelor’s degree in business administration, Marketing, Economics, Life Sciences, or related fields

MBA or postgraduate degree in Business, Marketing, or Sales Management preferred

Descrição da oferta de emprego

The Key Account Manager is responsible for:

Managing and developing the company’s most strategic accounts (including global customers)
Driving sell-in, accelerating sell-out, and expanding market share
Leading the execution of Joint Business Plans (JBP)
Leading and developing a multi-layered commercial team
Influencing cross-functional stakeholders and aligning organizational priorities
Driving growth of strategic products and categories

This role operates at the intersection of strategy, execution, and leadership, acting as a key driver of business performance.

Responsibilities

Essential Functions & Accountabilities:

Strategic Account Leadership

Lead and develop long-term partnerships with key accounts, positioning the company as a strategic business partner.

Responsibilities include:

Build strong relationships with senior stakeholders, including C-level executives
Manage complex and high-impact customer relationships
Drive long-term business growth and strategic alignment
Influence customer decision-making through value-based discussions

Lead and develop a high-performing team responsible for key account execution.

Scope includes:

Direct leadership Key Account Specialists
Leadership of the Inside Sales structure
Define clear priorities, goals, and performance expectations
Develop team capabilities in consultative selling and execution excellence
Foster a high-performance and accountability-driven culture

Joint Business Planning (JBP)

Develop and execute robust Joint Business Plans with key customers.

Includes:

Define shared strategic objectives and KPIs
Align company and customer growth strategies
Drive disciplined execution and follow-up (PDCA)
Ensure continuous performance tracking and optimization

Sell-out Acceleration & Execution Excellence

Drive strong execution and sell-out performance across key accounts.

Responsibilities include:

Accelerate sell-out through demand generation and activation initiatives
Ensure execution of category fundamentals and "perfect store"
Monitor performance indicators and implement corrective actions
Guarantee high standards of execution across channels

Lead complex and strategic negotiations with key customers.

Includes:

Negotiate commercial agreements, pricing, and investments
Ensure balanced agreements with clear counterparts
Protect profitability while driving growth
Manage trade investments strategically

Strategic Product & Category Growth

Drive the growth of strategic products and categories within key accounts.

Includes:

Prioritize high-impact and strategic products
Align product strategy with customer needs
Drive category development within accounts
Monitor performance and adjust strategies accordingly

Cross-functional Leadership & Alignment

Act as a central point of alignment across multiple internal stakeholders.

Responsibilities include:

Influence and align teams such as Sales, Marketing, Trade Marketing, Supply Chain, and Finance
Lead projects involving multiple functions and senior stakeholders
Drive organizational alignment to deliver customer strategies
Provide strategic directions to ensure execution consistency

Key Performance Indicators (KPIs)

Performance will be measured through:

Revenue growth within key accounts
Sell-out performance and acceleration
Market share growth
Execution of Joint Business Plans
Team performance and development
Customer satisfaction and partnership strength
Profitability and ROI on investments

Travel:

Frequent travel required (approximately 40-60%) to engage with key customers, including strategic and global accounts, and to support execution of business plans

Qualifications

Knowledge, Skills and Abilities:

Key account management, JBP, and commercial strategy
Market dynamics, channel management, and category development
Financial and commercial analysis (pricing, margins, ROI)
Executive communication and C-level influence
Strategic negotiation and stakeholder management
Leadership and team development
Build and influence high-level strategic partnerships
Align and mobilize cross-functional teams toward common goals
Translating complex data into strategic decisions and actions
English: Advanced proficiency (required for interaction with global customers and stakeholders)
Strategic Thinking, Leadership & Influence, Customer Centricity, Results Orientation, Analytical Mindset,Protagonism and ability to challenge the status quo

Experience:

8 to 12 years of experience in sales or key account management roles
Proven experience managing strategic accounts and driving business growth
Experience leading teams and influencing cross-functional stakeholders
Strong track record in negotiation, JBP execution, and customer partnership development
Experience engaging with senior stakeholders, including C-level

Education:

Bachelor’s degree in business administration, Marketing, Economics, Life Sciences, or related fields
MBA or postgraduate degree in Business, Marketing, or Sales Management preferred.

Job Info