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Position Title: Key Account Other Retailers CEAM

Position Type: Regular - Full-Time ​

Position Location: Guatemala 

Grade: Grade 03 

Requisition ID: 13714 



Job purpose


The purpose of this role is to develop and implement business and category specific strategies to meet objectives for assigned strategic accounts. The role is accountable for working directly with the retail and sales management team. Leading internal stakeholder engagement and collaboration is a principal key to success in this role. Coordination of all aspects of direct customer interaction is critical, including working with key division sponsors, regional and national sales leadership, and division sales team members to ensure optimization of all contracted business growth opportunities Reporting to the Retail Regional Manager, the Key Account Manager will effectively lead and manage the Central America Retailers Markets.


Duties and responsibilities


•    Establish, advance and maintain relationships with recognized retailers in Central America such as La Torre, Automercado, Selectos, and La Colonia among others and the Local Distributor to develop each market and expand our brand distribution.
•    Develop a road map to enter new retailers across Central America and each strategy to develop the retail business.
•    Disseminate critical customer, competitor and market information to all company constituents; candidate must be able to rapidly lead and navigate change processes within customers and with McCain.
•    Develop strategies and manage Prices to the distributor and retailers processes to meet business objectives within assigned strategic accounts.
•    Work with division Marketing teams to design, communicate and deliver customized value added programs to assigned strategic accounts
•    Educate and negotiate internally to ensure that deliverables to assigned strategic accounts are consistent with the customer and McCain needs
•    Act as main point of contact on escalated issue resolution within assigned strategic accounts
•    Build, maintain and routinely update the strategic account business plan
•    Skilled in business communications, sales presentation development and delivery, and influencing without formal authority
•    Prepare and conduct Executive Business Reviews with assigned strategic accounts
•    Prepare executive-level presentations and present strategic and tactical recommendations to key internal stakeholders to obtain feedback, build alignment and drive implementation
•    Conduct problem solving with business leaders, work across organizational matrix, and employ influencing skills to improve quality of strategic thinking and enhance/accelerate impact of key strategies/initiatives
•    Attend related conventions, trade shows and seminars in order to represent McCain
•    Master and maintain vast knowledge of customer’s business, competition and the latest industry news and trends
•    Interact with marketing team to develop sales and marketing strategies to achieve the objectives.
•    Control and guide the Merchandising team across the Central America Region to execute the proper Best in Class Execution and stablish KPI’s to each team and market.
•    Analyze the Sell In and Sell Out data to take actions that will contribute to the market and results.




•    Bachelor’s degree
•    Nice to have: MBA College degree.
•    Minimum 5+ years of experience in key account or national account leadership experience in Food and/or Beverage industry
•    Computer Proficiency in Excel, Power Point & Word
•    Solid oral and written communication skills.
•    Fully Bilingual in Spanish and English verbal and written. 


Personal characteristics or functional capabilities should include: 


•    Business management skills including data analysis, sales forecasting, P&L management and strategic planning
•    Skilled in contract terms and conditions understanding, negotiation and implementation
•    Proven negotiating skills; can negotiate skillfully in a tough situation with both internal and external stakeholders
•    Successful track record of complex project management during conversions, RFP processes, and implementation of unique strategic account programs
•    Proven ability and experience working with, and through, cross functional teams
•    Proven ability to present materials to senior/executive level people
•    Proficient in financial analysis and presentation development
•    Retail, shopper and customer experience preferred
•    Self-starter, proactive and independent thinker 
•    Capable of managing and prioritizing multiple initiatives of varying complexity.
•    Interpersonal savvy, resilient, manages ambiguity, situational adaptability and drives results. 




Direct reports: None
Travel: 25%




McCain Foods is an equal opportunity employer. We see value in ensuring we have a diverse, antiracist, inclusive, merit-based, and equitable workplace.  As a global family-owned company we are proud to reflect the diverse communities around the world in which we live and work. We recognize that diversity drives our creativity, resilience, and success and makes our business stronger. 
McCain is an accessible employer. If you require an accommodation throughout the recruitment process (including alternate formats of materials or accessible meeting rooms), please let us know and we will work with you to meet your needs.
Your privacy is important to us. By submitting personal data or information to us, you agree this will be handled in accordance with the Global Employee Privacy Policy 


Job Family: Sales      
Division: CALATIN 
Department: ​Retail Calatin ​
Location(s): GT - Guatemala : Guatemala : Guatemala City || CR - Costa Rica : City of Zagreb : Zagreb || CR - Costa Rica : Other : Reference job description || CR - Costa Rica : San Jose : San Jose || GT - Guatemala : Other : Reference job description || HN - Honduras : Central District : Tegucigalpa || HN - Honduras : Other : Reference job description 

Company: McCain Calatin Inc. 

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