Key Account Manager-Mid-Tier & Specialty Retail Accounts

Company: Primitives by Kathy
Location: Lancaster
Posted on: April 1, 2026

Job Description:

General Summary The Key Account Manager (KAM) is responsible for developing and growing Primitives by Kathy’s partnerships with mid-tier national retailers and specialty accounts across a range of retail channels, including regional grocery chains, department stores, off-price retailers, and specialty gift and home décor retailers. This includes accounts such as Meijer, Kroger, regional grocery banners, department store groups, and off-price retailers such as TJX, HomeGoods, and Marshalls, as well as other mid-tier national and regional retailers. This role is ideal for a relationship-driven sales professional who thrives in a creative, entrepreneurial environment and understands how to align product, presentation, and partnership to deliver mutual success. The KAM will manage both day-to-day account activity and long-term growth strategy, collaborating closely with PBK’s internal teams to deliver compelling assortments, strong sell-through, and operational excellence. Primary Responsibilities Account Management & Relationship Building Serve as the primary point of contact for assigned mid-tier and specialty retail accounts. Build and maintain strong relationships with buyers, planners, and merchandising teams across a variety of retail formats including grocery, department store, and off-price retail. Conduct regular business reviews and line presentations aligned with each retailer’s merchandising strategy, seasonal cadence, and consumer profile. Act as the internal advocate for assigned accounts to ensure timely execution, service excellence, and long-term partnership success. Sales Strategy & Growth Develop and implement strategic account plans designed to meet or exceed sales and margin goals. Identify opportunities to expand programs within existing retailers through new categories, seasonal collections, exclusive assortments, and merchandising initiatives. Lead and manage domestic replenishment programs to ensure consistent inventory flow, strong in-stock performance, and timely delivery. Partner with planning and operations teams to forecast demand, monitor sell-through, and adjust replenishment strategies based on retail performance. Leverage market insights, trend data, and customer feedback to recommend assortment adjustments and seasonal innovation. Proactively manage markdowns, closeouts, and inventory balancing opportunities to maintain profitability. Product Development & Merchandising Collaboration Partner with PBK’s Product Development, Design, and Sourcing teams to create retail-ready assortments aligned with account strategies and consumer trends. Provide retailer and market feedback to influence product design, packaging, pricing, and positioning. Collaborate with Marketing to support retailer-specific promotions, merchandising strategies, and sell-through initiatives. Operational & Cross-Functional Alignment Work closely with Sales Coordinators, Planning, and Operations to ensure accurate order entry, shipment tracking, and compliance with retailer routing requirements. Prepare and present sales reports, forecasts, and seasonal performance reviews. Manage account logistics including EDI compliance, new item setup, and vendor onboarding processes. Troubleshoot and resolve customer issues efficiently while maintaining PBK’s high standards of service. Qualifications Education: Bachelor’s degree in Business, Marketing, or related field preferred. Experience: 5–7 years of account management or sales experience working with mid-tier national retailers, regional chains, or specialty retailers. Experience supporting accounts across channels such as grocery, department store, off-price retail, or specialty gift and home décor. Proven success growing programs with regional or national retail accounts. Experience managing domestic replenishment programs and coordinating with planning and logistics teams. Background in product development, merchandising, or retail buying strongly preferred. Strong understanding of retail math, inventory planning, and sell-through analytics. Skills & Competencies Exceptional relationship-building and communication skills. Strong analytical and presentation abilities with focus on profitability and margin performance. Strategic thinker who can balance long-term growth with immediate sales opportunities. Proficiency in Microsoft Excel, Outlook, and CRM systems; EDI familiarity preferred. Highly organized with the ability to manage multiple priorities in a fast-paced environment. Travel Occasional travel to customer headquarters, trade shows, regional markets, and the Lancaster headquarters as needed. Why Join Primitives by Kathy Work with a creative, values-driven team that combines business growth with purpose and community. Engage in PBK’s KPRIDE KCrew culture , centered on Knowledge, Passion, Respect, Integrity, Drive, and Enjoyment. Participate in meaningful initiatives through Kathy’s Circle of Friends , supporting individuals with disabilities. Benefits include: Medical, dental, and vision insurance 401(k) with company match Paid holidays, PTO, and your birthday off Volunteer PTO through KCOF Employee product discounts Life and disability insurance coverage About Primitives by Kathy Primitives by Kathy® is the leading wholesaler of “present-day primitives,” offering over 9,000 unique home décor and gift items to more than 20,000 retail partners worldwide. From our Lancaster, Pennsylvania headquarters, we serve customers through our catalog, website, trade shows, and permanent showrooms. PBK is a woman-owned company built on creativity, innovation, and community — where every partnership matters.

Keywords: Primitives by Kathy, Bowie , Key Account Manager-Mid-Tier & Specialty Retail Accounts, Retail - All , Lancaster, Maryland