Key Account Manager (off-price)

Our client, a well-established wholesaler, is seeking an experienced, strategic, and highly polished Key Account Manager, Off-Price to oversee one of our company's largest and most important off-price retail accounts. This is a high-visibility position that will work closely with the CEO, serving as a trusted business partner and leading the day-to-day management and growth of this key customer relationship.

The ideal candidate will have a strong background working with major brick-and-mortar off-price retailers, along with a solid understanding of product development, pricing strategies, merchandising, and account management. This individual must be commercially minded, highly analytical, and capable of developing compelling product assortments and presentations that resonate with retail buyers.

The Key Account Manager will oversee a team of three and serve as the primary liaison between the customer and internal design and product development teams.

Key Responsibilities

Key Account Management & Business Development

• Serve as the primary point of contact for one of the company's largest off-price retail accounts, managing the relationship and ensuring exceptional service and execution.
• Work closely with the CEO on account strategy, business development, and key customer initiatives.
• Develop and maintain strong relationships with retail buyers, merchandising teams, and key decision-makers.
• Identify opportunities to expand the account through strategic product offerings, pricing, and assortment planning.
• Lead customer meetings and presentations, effectively communicating product strategies, market opportunities, and business recommendations.
• Travel as needed for customer meetings, product presentations, and business development activities.

Product Development & Merchandising

• Partner closely with internal design and product development teams to create merchandise assortments aligned with customer needs and market trends.
• Serve as the key liaison between the retail customer and the company's design team, translating buyer feedback and requirements into actionable product direction.
• Develop compelling product stories, presentations, and assortment strategies that resonate with off-price retail buyers.
• Provide input on product selection, pricing, positioning, and merchandising strategies to maximize sales opportunities.
• Ensure product offerings align with customer expectations, competitive market dynamics, and overall business objectives.

Pricing & Financial Analysis

• Develop and evaluate pricing strategies that balance customer expectations, competitive positioning, and company profitability.
• Utilize advanced Excel skills to analyze pricing, margins, sales performance, and account opportunities.
• Prepare financial analyses, sales reports, and business recommendations to support strategic decision-making.
• Partner with leadership to evaluate account performance, identify trends, and develop strategies for continued growth.

Team Leadership & Cross-Functional Collaboration

• Manage and mentor a team of three, providing direction, accountability, and support to ensure successful account execution.
• Serve as a key business partner to the CEO, providing regular updates, insights, and recommendations related to account performance and opportunities.
• Collaborate with design, production, merchandising, and operations teams to ensure alignment with customer expectations and delivery requirements.
• Establish clear priorities and effectively manage multiple projects and deadlines in a fast-paced environment.

Qualifications

• Significant experience in key account management, sales, merchandising, or business development within the apparel, accessories, consumer products, or wholesale industry.
• Direct experience working with brick-and-mortar off-price retailers, such as TJ Maxx, Marshalls, Ross Dress for Less, Burlington, or similar retailers.
• Strong understanding of the off-price retail business model, including buyer relationships, pricing strategies, product development, and assortment planning.
• Demonstrated ability to manage and grow large, strategic retail accounts.
• Advanced Excel skills, with the ability to analyze pricing, margins, sales data, and financial performance.
• Experience partnering with design and product development teams to create commercially compelling merchandise assortments.
• Strong leadership skills and experience managing and developing a team.
• Excellent presentation, communication, negotiation, and relationship-building skills.
• Highly polished, poised, and professional, with the executive presence necessary to represent the company in high-level customer meetings.
• Strong business judgment, attention to detail, and the ability to operate independently while partnering closely with senior leadership.
• Willingness and flexibility to travel as required.