Key Account Manager - Pacific Islands

Stellar Recruitment; Auckland; On-site; NZD 110,000 - 150,000; Full time

Job summary

Stellar Recruitment in Auckland is seeking a seasoned Key Account Manager to grow and deepen relationships across the Pacific Islands. The role is based in Auckland with international travel required to support key retail partners and drive revenue, margin, and market share.

You will lead end-to-end account planning, negotiate with retailers, and collaborate with Product, Marketing, and Logistics to optimise ranging, promotions, and lifecycle management for home-related consumer products.

Qualifications

• 5+ years' experience in key account management or similar senior sales role.
• Pacific Island experience is a huge advantage and preferred.
• Experience leading commercial negotiations, ranging discussions, and promotional planning with retail partners.
• Ability to develop and execute customer account plans to deliver revenue growth and market expansion.

Responsibilities

• Manage and grow designated key retail accounts across the Pacific Islands with accountability for performance and lifecycle retention.
• Develop and maintain strategic account plans aligned to commercial objectives.
• Understand the retail channel dynamics to inform account priorities and customer strategy.
• Build relationships with multiple levels of customers and align resources to engagement plans.
• Lead business planning discussions, ranging opportunities, and growth proposals with customers.

Skills

Key account management

Sales

Negotiation

Strategic planning

Relationship building

Analytical skills

Job description

Role purpose:

The Key Account Manager is responsible for managing, growing, and deepening customer relationships across the Pacific Islands. The role is Auckland-based, but international travel is required.

The role is accountable for end-to-end account management, channel development, commercial execution, and identifying new channel opportunities across a defined portfolio of consumer and home-related products, delivering revenue, gross margin, distribution growth, market share, and strong in-market execution.

Working closely with customers and internal teams, the role drives customer value, strengthens long-term partnerships, and supports the achievement of annual budget, forecast, and strategic goals.

Customer Account Management

• Manage and grow designated key retail accounts across the Pacific Islands, with clear accountability for customer performance, relationship outcomes, and contract lifecycle retention.


• Develop and maintain strategic account plans aligned to commercial objectives, long-range goals, and customer growth opportunities.


• Build a deep understanding of the retail channel, including category trends, value drivers, and the competitive landscape, to inform account priorities and customer strategy.


• Build strong customer relationships at multiple levels, map resources to key customer stakeholders, and create clear engagement plans aligned to customer needs, strategic priorities, and re-sign opportunities.


• Deliver a high-quality customer experience by ensuring service delivery meets or exceeds customer expectations and escalating promptly where issues or risks arise.


• Lead business planning discussions, new line reviews, ranging opportunities, and growth proposals with customers to strengthen our position and long-term share of business.


• Actively identify opportunities to strengthen customer stickiness by introducing higher value-added services and leveraging Group capabilities where relevant.

Brand and Channel Accountability

• Hold accountability for performance across all brands within retail channels, including sales, gross margin, market share, distribution, customer growth, and channel expansion.


• Identify opportunities to increase sell-in, sell-through, ranging, distribution, and market share across the customer portfolio and support identification of new retail and channel opportunities.


• Identify and help develop channel opportunities across relevant product segments, including home improvement, lighting and electrical, security, heating and cooling, dehumidifiers, fans, and kitchen and household consumer products.


• Support the development and execution of customer and channel strategies that maximise brand presence, promotional effectiveness, and commercial return.


• Work regularly with customers and the Product team to identify product opportunities, optimise ranging, support lifecycle management, and contribute customer insights to product roadmaps and launch plans.


• Support new brand introductions and channel expansion opportunities in line with growth strategy.

Commercial Performance and Planning

• Meet or exceed revenue, unit volume, gross margin, distribution, and cashflow targets for assigned accounts and contribute to annual budget and long-range forecast.


• Lead commercial discussions, including pricing, promotions, rebates, claims, and trading agreements, to improve profitability, customer outcomes, and overall account performance.


• Provide regular forecasting, performance analytics, and growth recommendations to support sales planning, S&OP, and decision-making.


• Maintain a pipeline of key opportunities and provide regular reporting on performance, risks, and actions against budget.


• Ensure rebates, discounts, claims, and credits are appropriately governed, commercially justified, and managed in a timely and accurate manner.


• Support improved absolute margin, inventory discipline, and cashflow outcomes through effective planning, stock management, commercially sound decision-making, and timely escalation of blockages or risks.

Promotional, Launch and Range Execution

• Coordinate promotional activity, customer programmes, clearance activity, and new product launches across assigned accounts.


• Work with Product, Marketing, Operations, and relevant vendors to support product lifecycle management from product identification and sell-in through to launch, sell-through, review, and the market exit.


• Develop launch plans, marketing programmes, forecasts, and sell-through initiatives that support customer and business objective.


• Monitor performance, provide regular customer and market feedback and help manage aged stock and obsolescence risks across the product portfolio.


• Ensure customer plans are executed accurately and on time, including promotional setup, product availability, launch readiness, and in-market lifecycle activity, while identifying and escalating operational or vendor issues that may create risks or missed market opportunities.

Operational and Cross-functional Collaboration

• Partner with Product, Marketing, Finance, Operations, Purchasing and logistics teams to support strong customer service and end-to-end execution.


• Contribute to forecasting, S&OP, and inventory planning by sharing customer insights, demand updates, and launch expectations.


• Help manage supply, aged stock, service delivery, and execution issues by identifying risks early and working across teams to resolve them quickly.


• Work collaboratively with wider group resources to support new opportunities, stronger customer outcomes and overall business growth.

Health and Safety

• Follow all heath and safety procedures and support a safe working environment for self and others.


• Identify project and risks and help academic and manage them as quality m isa?

Experience

• 5+ years' experience in key account management, sales, or customer relationship management within retail, consumer electronics, distribution, consumer products, or a similar commercial environment.


• Pacific Island experience is a huge advantage and preferred


• Experience leading commercial negotiations, ranging discussions, and promotional planning with retail partners.


• Experience developing and executing customer account plans that deliver revenue growth, distribution expansion, and improved product performance.


• Experience working closely with Product, Supply Chain, Operations, and related teams to support product availability and successful market execution.


• Experience identifying and developing new retail opportunities and distribution channels.


• Experience managing multi-SKU product portfolios and analysing sales performance to drive commercial outcomes.

Skills and Capabilities

• Strong commercial acumen, with the ability to understand pricing structures, margin drivers, promotional investment, and customer profitability.


• Highly developed negotiation and influencing skills, with the ability to build trusted relationships with retail buyers and commercial partners.


• Strong analytical capability, able to interpret sales data, category performance, and promotional results to inform customer strategy.


• Ability to develop compelling ranging proposals, category insights, and growth opportunities for retail partners.


• Strong planning approach


• Strong communication and presentation skills, with the ability to clearly articulate commercial opportunities and account strategies.

Person Profile

• Commercially driven with a strong interest in retail dynamics, category growth, and customer partnerships.


• Comfortable operating in fast-paced CE environment where responsiveness and execution are critical.


• Relationship-oriented, with the ability to build long-term trust with customers and internal stakeholders.


• Proactive and opportunity-focused, able to identify and pursue new distribution and growth opportunities.


• Results-oriented with a strong focus on delivering revenue growth, distribution expansion, and customer success.