The Key Account Manager (KAM) – Business Development & Sales Operations is responsible for driving profitable and sustainable growth across assigned key customers by owning the commercial relationship, expanding business opportunities, and ensuring best-in-class execution. This role combines strong sales leadership with business development, planning, and analytics capabilities to maximize customer value, grow share, and deliver results. The KAM acts as the main point of contact for key clients, with high accountability for revenue, negotiations, and execution excellence, while leveraging data and insights to unlock growth opportunities.

Key Responsibilities
1. Key Account Management & Growth
• Own and develop strategic relationships with key customers, acting as the primary commercial point of contact.
• Drive revenue growth by expanding product categories, customer penetration, and new business opportunities (RTM).
• Identify, negotiate, and close commercial opportunities, strengthening long-term partnerships and maximizing customer lifetime value. 2. Commercial Planning & Execution
• Lead joint business planning processes with customers, ensuring alignment on objectives, growth plans, and execution priorities.
• Manage sales planning processes (forecasting, pipeline, promotions) to deliver service levels, availability, and execution excellence.
• Ensure flawless execution of commercial initiatives across all touchpoints (pricing, promotions, distribution, visibility). 3. Negotiation & Commercial Governance
• Lead commercial negotiations with customers,



ensuring alignment with business objectives and profitability targets.
• Oversee compliance with contracts, commercial agreements, and agreed customer terms.
• Monitor trade investments and ensure optimal return on investment (ROI) across customers. 4. Performance Management & Analytics
• Analyze sales and customer performance to generate actionable insights and drive fact-based decision-making.
• Track KPIs (sell-in, sell-out, margins, service levels) to identify gaps, risks, and growth opportunities.
• Implement corrective actions and continuously optimize account performance. 5. Reporting & Business Tools
• Build and maintain accurate account reporting, dashboards, and scorecards to monitor performance and opportunities.
• Improve visibility and transparency of customer performance across internal stakeholders.
• Drive adoption of standardized reporting and data-driven routines. 6. Market & Customer Intelligence
• Develop deep understanding of customer strategies, shopper behavior, and market trends.
• Identify risks and opportunities through competitive analysis and customer insights.
• Translate insights into clear commercial actions and growth strategies. 7. Agility & Results Orientation
• Deliver results with speed, focus, and efficiency in a dynamic commercial environment.
• Consolidate and maximize opportunities within each account, ensuring strong execution and measurable impact.
• Demonstrate ownership, accountability, and a continuous improvement mindset.

📌 Key Account Manager (Bogotá)
🏢 Confidential
📍 Bogotá