Key Account Manager - Natural Channel

Company: Guayaki Yerba Mate
Location: Seattle
Posted on: May 5, 2025

Job Description:

Are you an experienced salesperson with a passion for the beverage industry? Do you have a knack for developing strategic sales plans and fostering strong customer relationships? Guayaki Yerba Mate is seeking a dynamic Key Account Manager to drive sales and expand our market presence within the Natural channel in the Western region.
We're looking for a dedicated, hardworking Key Account Manager (KAM) to oversee and nurture Guayaki's commercial relationships within the natural channel retail customer base. As a KAM for the natural channel, your role will revolve around crafting strategic action plans, implementing and executing retailer programs and aligning with Guayaki's growth strategy, in order to meet and fulfill the annual goals and objectives. Your efforts will play a pivotal role in harmonizing our mission with the retailer's strategy, creating a win-win partnership.
What you'll do for Guayaki:

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• Build an annual business plan (BP) for each customer to deliver against revenue, volume, profit, share goals through a joint business planning process with assigned KAs.
  
• Deliver business plan goals across region and directly managed KA accounts; proactively monitor and manage any adjustments anticipated to have operational/financial impacts.
  
• Develop and maximize ad hoc opportunities as they arise including development of execution plan, expected impact, and budget/investment criteria.
  
• Manage in-store execution and activation through close collaboration with the distribution partner managers (DPM), third party merchandising partners, self-distribution teams, along with our field marketing teams.
  
• Develop and implement promotional programs that are aligned with retailer strategy and Guayaki BP, including utilization of data, an understanding of key drivers and customer dynamics to maximize ROI.In addition, expanding and deepening retailer programming in this channel to maximize impact and drive volume is a critical component.
  
• Close All Store & Sku Gaps that will help you and the company deliver on business plan goals for volume and acv.
  
• Develop and deliver fact-based customer presentations, including annual planning, business reviews, product assortment updates, activation/promotion recaps, and issue/resolution plans (where required).Important to convey company mission and impact work for all customers.
  
• Work collaboratively with distribution, category management, and marketing teams to translate consumer and shopper insights into comprehensive and actionable sell stories to support market and store level execution.
  
• Deep Understanding of Natural Channel Route to Market - Ability to completely understand the route to market for all natural customers. Ability to work closely with Natural Channel Lead and VP to make recommendations of optimized route to market changes.
  
  Here's what you'll bring to the table:
  
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  • 5+ years of CPG industry (beverage preferred) experience in a related KA role ideal.
    
  • 3+ years of Natural Channel Experience.
    
  • Current Driver's License with clean driving record and meet DOT driving standards.
    
  • Established relationships with KA decision makers in the natural channel.
    
  • Knowledge of direct store delivery (DSD) distribution, UNFI & Kehe
    
  • Exceptional communication, presentation, planning, negotiation, and analytics skills.
    
  • Advanced level Microsoft PowerPoint and excel skills.
    
    Physical Requirements:
    
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    • Ability to lift 15 lbs.
      
    • Travel requirements: 20-30%.
      
    • Full-time, remote position available to candidates in the US.
      
    • Willingness to work additional hours as needed.
      
      Here's what we offer:
      The pay range for this role is an estimate based on a wide range of compensation factors; actual pay offered may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Sales commissions and/or variable pay plans are also offered depending on the position (ex: monthly, quarterly, annual bonuses). Additionally, we offer a competitive benefits package including top-tier benefits, comprehensive medical, dental, and vision plans, employee life and disability, mental health benefits, paid medical leave, paid company holidays, and paid time off, as well as opportunities for career growth and advancement within our team!The pay range for this role is an estimate based on a wide range of compensation factors; actual pay offered may vary based on (but not limited to) work experience, education and/or training, critical skills, and/or business considerations. Sales commissions and/or variable pay plans are also offered depending on the position (ex: monthly, quarterly, annual bonuses). Additionally, we offer a competitive benefits package including top-tier benefits, comprehensive medical, dental, and vision plans, employee life and disability, mental health benefits, paid medical leave, paid company holidays, and paid time off, as well as opportunities for career growth and advancement within our team!
      Salary Range$100,000-$145,000 USD
      At Guayaki Yerba Mate, we're more than just a beverage company: we believe yerba mate culture allows us to "COME TO LIFE" together and is an invitation to personal, social, ecological and cultural regeneration. Market Driven Regeneration is Guayaki Yerba Mate's business model that aspires to create a net positive impact in the world throughout our operations and supply web. It influences the ingredients we source and products we make, distribute, and sell in order to have a positive impact on people and the planet throughout our business.
      As our team expands, we are looking for people to join us who are committed to this aspiration and believe a better world is possible. Our company culture is driven by collaboration, support and teamwork which allows us to grow together. We believe that learning from different perspectives and seeking shared solutions together is an opportunity to grow both individually and as an organization. As an international company rooted in yerba mate native to South America, our people come from different cultures and backgrounds that are welcomed and valued. We question the status quo and seek innovative solutions to help drive the global regenerative business movement. We invite individuals to join our team who embracework as a collective and aspire to using business as a force for good.
      
      More about who we are:
      Yerba mate. We love it, we drink it, but what, exactly, is it? Guayaki Yerba Mate started in 1996 as a passion, guided by a purpose and transformed into a brand with the goal of bringing yerba mate to more people. Known to provide a smooth energy boost and improved focus, yerba mate comes from the naturally caffeinated leaves of a species of holly tree found deep in the Atlantic Rainforest of South America and naturally contains a combination of caffeine (also found in coffee), theobromine (also found in chocolate) and polyphenols (also found in green tea) offering a unique beverage experience.
      Guayaki Yerba Mate offers a variety of options to meet energy and refreshment needs through a robust portfolio of ready to drink beverages and traditional loose-leaf products. Brewed with yerba mate and infused with real fruit juices and herbs, Guayaki Yerba Mate is proudly sourced with regenerative, organic and fair-trade certified ingredients.
      To learn more about our impact, check out our Impact Report at: impactreport.guayaki.com
      Guayaki Yerba Mate is an equal-opportunity employer committed to creating a diverse and inclusive workplace. All qualified applicants will be treated with respect and receive consideration for employment without regard to race, color, creed, religion, sex, gender identity, genetic information, sexual orientation, national origin, disability, uniform service, Veteran status, age, or any other protected characteristic per federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance.
      

Keywords: Guayaki Yerba Mate, Shoreline , Key Account Manager - Natural Channel, Executive , Seattle, Washington