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Purpose & Overall Relevance for the Organization
The
Key Account Manager Junior (KAM ACA & SSA)
is responsible for managing a portfolio of 50 small customers approx., across two distinct business models: Assortment Clearance Accounts (ACA) and Self-Service Accounts (SSA).This position ensures end-to-end account management, combining commercial execution, customer relationship management, and operational coordination. It plays a critical role in driving sales performance, improving service levels, and supporting the adoption of digital self-service solutions (Click platform).Additionally, the role contributes to business expansion through active client development (hunting) and supports internal efficiency by coordinating across key stakeholders in a highly dynamic environment.
Key Responsibilities
Customer Portfolio Management
- Get in touch, know and classify and develop customer portfolio by tier and define differentiated engagement strategies.
- Conduct periodic portfolio reviews and ensure alignment with commercial policies and segmentation.
Account Management – ACA (Assortment Clearance Accounts)
- Manage relationships with smaller, high-touch customers, often business owners, requiring strong negotiation, adaptability and resilience skills.
- Drive sales through stock liquidation strategies, including pricing negotiations and discount agreements.
- Maintain regular contact (monthly cadence) to ensure sell-through and inventory turnover.
Account Management – SSA (Self-Service Accounts)
- Manage accounts through the Click B2B platform, ensuring correct usage and adoption of the self-service model.
- Provide day-to-day operational support while gradually driving autonomy in ordering and platform usage.
- Support pre-order cycles (typically twice per year) and manage reorders and order execution.
- Ensure continuous engagement and follow-up, even in a low-priority internal business environment.