Key Account Manager Clubs

Job Title: Key Account Manager – ClubsLocation: PanamáReports to: Key Accounts & Special Projects Director
American Foods is transforming the food marketing and distribution landscape throughout LATAM and the Caribbean as one of the fastest growing companies (top 7%) awarded in Inc Magazine’s Inc. 5000. The revolution we are leading is being fueled by a DNA that includes the strongest brand portfolio, superior service, and deep marketing acumen. We are differentiated by our meaningful retail relationships that we value and nurture at all levels, personal as they are professional, and guided by shared metrics and an aspiration for growth. Foundationally speaking, American Foods specializes across all aspects of food, drug/beauty, mass and club channels, providing end-to-end services around product registration, repackaging, USDA cheese/meat inspections, relabeling, co-packing and compliance.
We layer our unique category management, consumer insights, shelf management, in-store demonstrations, strategic planning and advertising services into our client partnerships, all of which distinguishes us from more traditional distributors. Our CPG partners who utilize our services exclusively in the LATAM region are without peer, and now as a full TOPCO member, we have a 5000+ product own brand portfolio that can support retailers’ own brand needs (along with expertise to guide this growth). We are poised for growth, focused on one of the fastest growing regional economies in the world, with a 100+ person team that is motivated and inspired for the future.
We have offices in USA and Panama, where our staff will partner with you on the success of the programs. Follow our Instagram page @AmericanFoodsInc
Role Summary
The Key Account Manager leads the commercial strategy for the Club Channel, managing annual plans, category growth, portfolio expansion, negotiations, and senior merchant relationships. This role owns the commercial P&L and drives innovation, execution, and long-term business development across all Club markets.
Key Responsibilities
Commercial & StrategyBuild and execute Annual Business Plan and quarterly playbooks.Lead pricing, proposals, margin management, and mix optimization.Negotiate new listings and strategic expansions.Customer LeadershipSenior commercial contact for Club merchants.Lead category reviews, line reviews, and innovation presentations.Lead New Club chains negotiations.Portfolio & InnovationPresent innovation pipeline and secure approvals.Manage item lifecycle: new items, transitions, and phase-outs.Execution & CoordinationAlign with Key Account Specialist on item setup, labels/TDS, registrations, forecasts, promos, and OOS.Support Director with escalations and strategic initiatives. Qualifications7+ years in Key Accounts, Category Management, or Commercial roles (Club/Retail preferred).Strong negotiation and P&L management.Experience with item setup/registrations and cross-functional execution.Bilingual English/Spanish required.
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