Retail Sales Manager

Anker Innovations; São Paulo; Presencial; BRL 220 000 - 300 000; Tempo integral

Resumo da oferta

Anker Innovations is seeking a seasoned Key Account Manager to lead sell-in, sell-through, and sell-out across Brazil’s major retail accounts. You will craft joint business plans, drive in-store execution, and manage P&L for defined accounts.

The role requires strong negotiation, data analytics, and cross-functional leadership to hit revenue and market-share targets. This is a Brazil-based on-site opportunity with growth potential.

Qualificações

• Bachelor’s degree in Business Administration, Marketing, Economics, or related field.
• 5+ years in sales/key account management in consumer electronics, FMCG, or consumer durables.
• Experience managing large national retail chains in Brazil and negotiating terms with senior buyers.
• Strong negotiation, relationship-building, and stakeholder-management skills.
• Data-driven mindset with Excel/BI analytical capability.

Responsabilidades

• Own P&L for assigned key accounts and deliver annual/quarterly targets.
• Build senior relationships with buyers, category managers, and merchandising teams.
• Develop Joint Business Plans (JBP) with retail partners across assortment, pricing, and promotions.
• Drive sell-in/sell-out and manage in-store execution and promotions.
• Provide regular reporting and analytics to stakeholders.

Conhecimentos

Key account management

Retail negotiations

Stakeholder management

Data-driven decision making

Excel/BI analysis

Team leadership

Formação académica

Bachelor's degree in Business/Marketing/Economics

MBA is a plus

Ferramentas

Excel

BI tools

Descrição da oferta de emprego

The Key Account Manager – Retail owns the sell-in, sell-through, and sell-out performance of our product portfolio across assigned national and regional retail accounts (e.g., major retail chains, mass merchandisers, specialty consumer-electronics stores, and marketplace offline partners). This role is responsible for building and executing joint business plans with key retail partners, driving retail execution excellence in-store, and delivering revenue and market-share targets for Brazil.

Key Responsibilities

1. Key Account & Business Management

• Own the full P&L for assigned key accounts; develop and deliver annual/quarterly sales, revenue, and margin targets.
• Build and maintain senior relationships with retail buyers, category managers, and merchandising teams at key accounts.
• Negotiate annual terms, trading conditions, listing agreements, and promotional calendars aligned with brand and channel strategy.
• Develop and execute Joint Business Plans (JBP) with key retail partners covering assortment, pricing, promotion, and retail execution.
• Monitor competitor activity (pricing, shelf share, promotions) and adjust channel strategy accordingly.

2. Retail Sales & Store Execution

• Drive sell-through and sell-out in retail stores; own the retail KPI dashboard (distribution, shelf share, display share, out-of-stock rate, store coverage).
• Collaborate with trade marketing to design and deploy in-store merchandising, planograms, POP materials, and demo zones that maximize conversion.
• Manage and coach field sales / promoter / in-store demo teams (direct or through agencies) to hit per-store targets.
• Conduct regular store visits and market visits to audit execution quality and gather first-hand market intelligence.

3. Demand Planning & Supply

• Own accurate sales forecasting (sell-in and sell-out) for assigned accounts; manage PSI (purchase / sales / inventory) health with supply chain.
• Proactively manage channel inventory, aging stock, and returns to avoid overstock and stock-outs.
• Align monthly/quarterly demand plans with supply chain and finance.

4. Promotion & Trade Marketing

• Plan and execute seasonal campaigns, bundle offers, and new-product-launch programs with retail partners.
• Track ROI of trade spend and promotions; recommend reallocation to maximize efficiency.
• Coordinate online-to-offline (O2O) activation where retail partners operate both offline stores and marketplaces.

5. Reporting & Analytics

• Deliver weekly/monthly business reviews (sell-in, sell-out, share, forecast accuracy) to internal stakeholders.
• Build and maintain channel dashboards; translate data into actionable recommendations.

Qualifications & Experience

Education

• Bachelor's degree in Business Administration, Marketing, Economics, or a related field. MBA is a plus.

Experience

• 5+ years of sales / key account management experience in consumer electronics, FMCG, or consumer durables.
• Proven track record of managing large national retail chains in Brazil (e.g., Magazine Luiza, Casas Bahia / Via, Fast Shop, Kalunga, or similar).
• Demonstrated experience in sell-through / sell-out management and retail execution.
• Experience managing P&L and negotiating trading terms at senior buyer level.
• Strong negotiation, relationship-building, and stakeholder-management skills.
• Data-driven mindset with strong Excel / BI analytical capability (PSI, forecast, sell-out analysis).
• Solid understanding of retail economics, trade terms, and channel inventory management.
• Excellent communication and presentation skills (internal and customer-facing).
• Self-starter, comfortable working in a fast-paced, results-driven environment.