Key Account Manager – Home Improvement
Role Overview:
The Key Account Manager (KAM) will support the growth of the Home Improvement channel by managing and developing a portfolio of national, e-commerce, and marketplace accounts.
This role is responsible for driving revenue growth, acquiring new partners, and ensuring strong commercial execution aligned with channel strategy. The KAM will play a key role in onboarding marketplace partners, protecting brand pricing and EAN integrity, and maintaining consistent brand representation across all channels.
Key Responsibilities:
Account Management & Growth:
- Manage and develop a portfolio of Home Improvement accounts (national and online)
- Deliver annual revenue and margin targets
- Build and execute joint business plans to drive sustainable growth
- Monitor account performance, identify risks and opportunities, and implement corrective actions
Business Development:
- Prospect, qualify, and acquire new accounts across retail, e-commerce, and marketplaces
- Identify new channels suitable for the product portfolio
- Support category expansion and new product introductions
Marketplace & Compliance:
- Lead structured onboarding of marketplace retailers
- Implement pricing controls, EAN protection, and compliance processes
- Ensure partners adhere to agreed commercial and brand standards
Planning & Execution:
- Prepare accurate sales forecasts and performance reports
- Support promotional planning, content updates, and online merchandising
- Collaborate with Marketing on campaigns, product launches, and channel activation
- Work with Supply Chain to ensure optimal stock levels and fulfilment performance
Cross-Functional Collaboration:
- Work closely with Finance, Marketing, Product, and Operations teams
- Provide data-driven insights to support channel strategy and business planning
- Act as the voice of the customer, sharing market trends and opportunities
Additional Information
This job description is not exhaustive and may evolve in line with business needs.
Diversity & Inclusion
We value Diversity & Inclusion and are committed to creating an environment where everyone feels respected and valued.
We welcome applications from all qualified individuals, regardless of gender, background, religion, or identity. Our goal is to build a diverse workforce that fosters innovation and delivers better results. Equal opportunities and development pathways are available to all employees.
Person Specification
Qualifications:
Essential
- Good standard of general education (strong commercial experience considered equivalent)
Desirable
- Degree or vocational qualification in Business, Marketing, Sales, or a related field
Experience:
Essential
- Proven experience managing key accounts within the DIY or Home Improvement sector
- Demonstrated track record of delivering revenue and margin growth
Desirable
- Experience with marketplace or online retail partners
- Experience within electrical and/or lighting categories
- Experience working in omnichannel environments
- Exposure to pricing governance or brand protection
Knowledge:
Essential
- Strong commercial acumen (pricing, margin, forecasting, promotions)
- Knowledge of retail and e-commerce customer landscapes
- Understanding of account planning and sales cycles
Desirable
- Understanding of omnichannel retail strategies
- Knowledge of digital content management and online merchandising
Skills & Abilities:
Essential
- Excellent communication and presentation skills
- Strong analytical skills with the ability to generate actionable insights
- Proven relationship-building and negotiation skills
- Highly organised with the ability to work independently and prioritise workload
Desirable
- Advanced Excel or data analysis capability
- Experience managing cross-functional projects
…