• Job Description

  Req#: HQ2551

  Description

  Role Purpose:

  The Key Account Manager (KAM) – Mass and Walmart is responsible for developing and executing comprehensive customer business plans that deliver profitable growth across an assigned retailer or retail group. Representing Hain’s diverse brand portfolio, the KAM partners with internal cross-functional teams and external agency resources to drive strategic initiatives that align with Hain Reimagined—our transformational growth strategy.

  This role is accountable for delivering top- and bottom-line results by leveraging category insights, optimizing trade investment, and executing flawlessly across pricing, placement, promotion, and product distribution.

  Essential Duties and Responsibilities:

  Customer Strategy & Business Planning

  • Lead the development and execution of annual and quarterly joint business plans for assigned customer(s), aligned to volume, revenue, share, and profit targets.
  • Identify and pursue growth opportunities across assortment expansion, pricing optimization, in-store execution, and emerging eCommerce strategies.

  Customer Relationship Management

  • Build and maintain senior-level relationships with customer leadership, including buyers, category managers, and merchant teams.
  • Serve as the primary point of contact for all account activity and business discussions.

  Cross-Functional Leadership

  • Manage sales broker partners (based on customer).
  • Collaborate across internal teams—Brand, Trade, Shopper Marketing, Finance, Supply Chain, Demand Planning, and Revenue Growth Management—to deliver end-to-end customer solutions.
  • Partner with agency teams or regional brokers as needed to amplify field-level execution and support priority initiatives.

  Sales & Analytics Execution

  • Monitor, track, and report performance using syndicated data (e.g., Nielsen, IRI), retailer POS, and internal tools.
  • Lead the preparation and delivery of persuasive, data-driven selling stories to influence assortment, shelf placement, and promotional activity.

  Trade Targets

  • Deliver trade targets and promotional planning within trade guidelines.
  • Partner with analysts to ensure accurate accrual tracking and ROI measurement.
  • Proactively evaluate pricing, promotional efficiency, and deductions to improve spend effectiveness.

  Retail Activation & Execution

  • Implement 4P strategies (product, placement, price, promotion) across the retailer ecosystem.
  • Support in-store execution, retail marketing activation, and eCommerce content optimization initiatives.

  Reporting & Forecasting

  • Own forecasting accuracy in collaboration with Demand Planning.

  Provide weekly recaps, monthly forecasts, and account-specific updates to leadership.

  Qualifications

  Education and/or Experience:

  Required:

  • Bachelor’s degree in Business, Marketing, or a related field required.
  • 5+ years of CPG industry experience in a key account, customer development, or retail-facing sales role.
  • Demonstrated success in delivering sales and profit targets with national and/or regional retailers.
  • Deep understanding of category management principles, shopper behavior, and market analytics tools (e.g., Nielsen, IRI).
  • Strong financial acumen with experience managing trade spend, forecasting, and P&L influence.
  • Highly skilled communicator and presenter, with a proven ability to influence across internal and external stakeholders.
  • Self-starter with strong ownership mentality, project management capabilities, and ability to thrive in a fast-paced, entrepreneurial environment.
  • Proficiency in Microsoft Office Suite (Excel, PowerPoint, Outlook) and trade planning systems.

  Preferred:

  • Experience managing natural, organic, or better-for-you CPG brands.
  • Exposure to eCommerce platforms or omni-channel sales strategies.
  • Knowledge of major North American retailers and their systems (e.g., Walmart Retail Link, Kroger 84.51°, Amazon Vendor Central).

  Competencies and Proficiency Requirements:

  Strategic & Commercial Acumen

  • Customer Business Planning – Expert
    • Develops and executes customer-specific strategies aligned with company goals
    • Translates insights into actionable joint business plans that drive volume and margin.P&L and Trade Spend Management – Advanced
    • Manages trade budgets with strong ROI discipline.
    • Balances top-line growth with bottom-line profitability in customer plans.

  • Category & Market Insight – Advanced
    • Applies shopper, category, and competitive insights to influence retailer strategies and shelf decisions.

  Selling & Negotiation Skills

  • Strategic Selling & Influence – Expert
    • Crafts persuasive selling stories using data, insights, and cross-functional priorities.
    • Gains buy-in across varying levels of customer and internal leadership.
  • Negotiation – Advanced
    • Skilled in negotiating price, promotion, and terms that align to value creation for both customer and company.
  • Retailer Relationship Management – Advanced
    • Develops trusted advisor status with buyers and merchant teams, maintaining strong day-to-day engagement

  Data & Analytical Fluency

  • Sales Forecasting & Demand Planning – Intermediate
    • Partners with demand planning to ensure accurate, timely forecasts.
    • Anticipates changes in demand based on customer dynamics and market conditions.
  • Syndicated & Retail Data Analysis (e.g., Nielsen, IRI) – Advanced
    • Leverages syndicated and POS data to identify trends, gaps, and new opportunities.
  • ROI & Performance Evaluation – Intermediate
    • Evaluates promotional and trade performance with attention to financial implications and long-term growth.

  Scope:

  • Financial/Budgetary Responsibility: manage trade budget and compliance
  • Team Size: none

  Conditions of Role:

  • Travel Requirements: 40-60%
  • Physical Conditions: n/a
  • Work Environment: remote

  Compensation and Benefits:

  • $100,000 -$155,000 (commensurate with experience and location)
  • Medical, Prescription, Dental, Vision Coverage
  • Flexible spending accounts
  • Disability coverage
  • Life insurance
  • Critical illness and accident insurance
  • Legal and identity protection insurance
  • Pet insurance
  • Employee assistance program
  • Commuter benefits
  • Tuition assistance
  • Adoption assistance
  • 401(k)
  • PTO
  • Parental Leave

  Hain Celestial is an equal employment opportunity/affirmative action employer. The Company does not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, expression, genetic information, protected veteran status or any other characteristics protected by applicable federal, state, or local law.

  If you need accommodations for any part of the employment process because of a disability, please send an e-mail to talent@hain.com or call 516-587-5000 to let us know the nature of your request. #LI-MC1

• About the company

  The Hain Celestial Group, Inc. is an American food company whose main focus is foods and personal care products.

Notice