KAM Madrid (Trade Channel)

Excellentiam Consultores; Madrid; Presencial; EUR 40.000 - 60.000; Jornada completa

Descripción de la vacante

Una empresa de FMCG busca un Gerente de Cuentas Clave (KAM) en Madrid, responsable de desarrollar planes de ventas estratégicos en el canal Trade. Se requiere más de 5 años de experiencia en FMCG y una fuerte capacidad para construir relaciones con clientes. El rol incluye un 60 a 70% de viajes. Los candidatos deben tener un dominio del inglés (mínimo B2) y una sólida comprensión del marketing de categorías. Se valoran las habilidades numéricas y analíticas, así como la capacidad de negociación.

Servicios

Oportunidades de formación

Ambiente dinámico

Formación

• Más de 5 años de experiencia comercial relevante en desarrollo empresarial de FMCG.
• Fuertes experiencia en entornos de distribución Trade.
• Sólido entendimiento de la gestión de categorías y ejecución de Trade Marketing.
• Inglés fluido (mínimo B2).
• Licencia de conducir válida.
• Comodidad con 80% de viajes por la región de Madrid.

Responsabilidades

• Propietario y crecimiento de cuentas clave para entregar objetivos de ingresos y EBITDA.
• Construir planes comerciales de 12–24 meses y ejecutarlos.
• Identificar necesidades del cliente y ofrecer propuestas basadas en soluciones.
• Gestionar campañas y activaciones en coordinación con Marketing.
• Negociar y gestionar contratos cumpliendo regulaciones aplicables.

Conocimientos

Construcción de relaciones

Influencia y negociación

Fuertes habilidades numéricas y analíticas

Habilidades fuertes de comunicación y presentación

Educación

Licenciatura (MBA es un plus)

Herramientas

MS Office

Herramientas CRM/ERP

Descripción del empleo

Descripción del trabajo

KAM MADRID

MADRID

Our “Why”

At WD-40 Company we believe that purpose-driven, passionate people guided by our values create amazing outcomes. Our “why” is refreshingly simple - we exist to create positive lasting memories in everything we do. We solve problems. We make things work smoothly. We create opportunities. How we achieve our “why” is by cultivating a tribal culture through learning, teaching and living our values.

Since 1953, our formulation remains a secret. It is no secret that our passion for our people, culture, and brands is what distinguishes us. WD-40 Company has best-in-class products and we seek best-in-class talent.

Snapshot of What We’re Looking For

Do you have what it takes to become a big cog in our WD-40 wheel?

We’re looking for a Key Account Manager (KAM) for the Trade channel in the Central Spain territory (Madrid, Valladolid, Toledo, Zamora, Salamanca, Palencia, Segovia, Guadalajara, Ávila). He / she must be a strategic, proactive commercial leader who can build growth plans and make them happen.

He / She will be responsible for developing and executing 12–24-month national sales programs within Trade (distributors, hardware stores, industrial supplies, wholesalers and buying groups) to achieve / exceed Revenue and EBITDA targets. You’ll work closely with Marketing to align customer plans with our 5-year strategy, and you’ll lead a GPV while coordinating external merchandisers.

If you’re a strategic, hands‑on KAM who loves building customer growth plans, negotiating smartly, and executing with excellence, we’d like to meet you.

The role will be located in Madrid with 60‑70% of travel.

What you’ll do

Own and grow key Trade accounts to deliver Revenue and EBITDA targets, partnering with Strategic Account Managers on account planning when needed.

Build 12–24-month commercial plans and turn them into execution: promotions, distribution, visibility, pricing and customer development.

Sell consultatively: identify customer needs and deliver solution-based, category-led proposals, using market, shopper, digital and POS insights.

Create end‑user demand through customer-specific marketing plans, based on sales analysis, digital performance and in‑store data.

Lead activation excellence: manage campaigns, trade shows, sampling, training, displays, in‑store and online execution, and e‑commerce rollouts in coordination with Marketing.

Run the business with discipline: account plans, P&L ownership, forecasts, budget control and performance tracking.

Negotiate and manage contracts (rebates, logistics, promotions, special terms) and ensure compliance.

Drive operational readiness: logistics, distribution, availability, stock, and commercial activations with customers.

Boost digital presence: review customer content, guide website setups and recommend improvements.

Lead people and execution on the ground: manage a GPV and lead external merchandisers across channels.

Ensure compliance with applicable regulations (GDPR, hazardous goods, etc.).

What we’re looking for?

Must-haves

• 5+ years of relevant commercial experience in FMCG / consumer goods business development, including opening new opportunities and growing existing customers
• Strong experience in Trade / distribution environments (hardware, industrial supply, wholesalers, buying groups, DIY / retail distribution or similar)
• Solid understanding of Category Management and Trade Marketing execution (in‑store + online)
• Fluent English (minimum B2)
• Valid driving license
• Comfortable with 80% travel across the Madrid region

Nice to have

• University degree (MBA a plus)

Experience in Key Accounts in FMCG / DIY retail distribution

• Commercial exposure to automotive wholesale, hardware, industrial channels or similar
• Good command of MS Office and CRM / ERP tools

Skills that will make you successful

• Relationship building, influence and negotiation in technical / direct or indirect sales
• Strong numerical and analytical skills (forecasting, margin analysis, P&L, trend analysis, market studies)
• Strong communication and presentation skills
• Ability to plan and adapt priorities under tight deadlines
• Problem‑solving mindset, ownership and accountability
• Resilience, perseverance and learning agility
• Team orientation and leadership capability

Do You Align With Our Values?

Please, only consider employment with WD-40 Company if you feel as strongly about our values as we do: We live, breathe, and play by our values every day.

We value doing the right thing.

We value creating positive lasting memories in all our relationships.

We value making it better than it is today.

We value succeeding as a Tribe while excelling as individuals.

We value owning it and passionately acting on it.

We value sustaining the WD‑40 Company economy.

If you believe you share our values, have the skills and experience to make a difference and want to be part of a passionate and dynamic team, please apply adding a COVER LETTER to explain why you are the right candidate and how you will make the difference and sending them to [e-mail].