Position: Key Account Manager Type: Full-time Location: Melbourne VIC **** Salary: Total salary package of $131,500 per annum (inclusive of superannuation) About the Business: Our client is the Australian arm of a globally recognised headwear and apparel brand with more than a century of heritage.
The business holds official licensing partnerships with leading Australian and international sporting codes and supplies premium caps, apparel and accessories to athletes, collectors and fashion-conscious consumers alike.
Operating across both retail and wholesale channels, the company is known for its focus on quality, authenticity and product innovation, and offers a collaborative, growth-oriented workplace culture that values commercial excellence and strong, enduring customer partnerships.
About the Position: The Key Account Manager is the primary commercial owner of a portfolio of strategic retail and wholesale accounts, with end-to-end responsibility for the performance of those accounts in the Australian market.
The role sits at the intersection of sales, merchandising and brand: it is accountable not only for hitting revenue and margin targets, but for the way the brand's licensed and lifestyle collections are ranged, presented and sold through at each customer.
Day to day, the position involves building and maintaining trusted working relationships with buyers, planners and merchandise decision-makers; leading seasonal range presentations and sell-in appointments; negotiating trading terms, promotional programs and volume commitments; and managing the full order lifecycle from forecast through to delivery.
The role carries a strong analytical component — interrogating sell-in and sell-through data, monitoring stock cover and rate of sale by door and by style, and translating that analysis into corrective action and forward buying recommendations.
The Key Account Manager also acts as the internal advocate for their accounts,



working closely with marketing, merchandising, planning and supply chain to secure allocation, resolve fulfilment issues and execute in-store and campaign activations.
Success in the role is measured by account revenue and margin growth, sell-through performance, forecast accuracy, distribution and range breadth, and the strength of the commercial relationship over successive seasons.
The position reports to the national sales leadership team and requires regular travel to customer offices, retail stores and trade events.
Key Responsibilities: Own and grow a portfolio of key retail and wholesale accounts, acting as the primary commercial contact and building strong, trusted relationships with buyers and decision-makers at all levels.
Develop and implement account-specific sales strategies and joint business plans that deliver against agreed revenue, margin and distribution targets.
Lead seasonal range presentations and sell-in appointments, tailoring assortments to each account's customer profile, price architecture and channel strategy.
Negotiate trading terms, promotional calendars, marketing contributions and volume commitments in line with company commercial policy.
Drive revenue growth through effective range planning, new product introductions, replenishment programs and in-season trading actions.
Monitor account performance — including sell-in, sell-through, rate of sale, stock cover, returns and markdown exposure — and take proactive action to optimise results.




Prepare and maintain accurate rolling sales forecasts and demand plans to support supply chain and inventory planning.
Conduct regular business reviews with accounts, presenting performance insights, competitor and category analysis, and joint growth opportunities.
Collaborate with internal sales, marketing, merchandising, planning and supply chain teams to ensure seamless order fulfilment, on-time delivery, campaign execution and a high standard of customer service.
Coordinate in-store execution, visual merchandising standards and brand presentation across account doors, ensuring alignment with global brand guidelines.
Resolve pricing, allocation, delivery and credit matters, escalating commercial risks in a timely manner.
Maintain accurate account records, pricing files, order documentation and CRM data, ensuring compliance with company policies, licensing obligations and brand standards.
Monitor market, category and competitor activity and provide structured feedback to inform range architecture and pricing decisions.
Requirements: Australian citizens and permanent residents are encouraged to apply.
Bachelor degree or higher qualification in a related field.
Minimum one year of relevant experience; background in retail, wholesale, FMCG, apparel or footwear highly regarded.
Strong commercial mindset with a focus on sales and growth; proven ability to build and manage relationships with retail buyers; confident communicator able to influence and collaborate across functions; robust analytical and numerical skills with the ability to interpret sales and inventory data; highly organised with strong attention to detail.
Willingness to travel domestically for customer meetings, store visits and trade events.
How to Apply: To apply, applicants must submit their resume with a valid email address through this online portal.
Only shortlisted candidates will be contacted.

📌 Wholesale & Reselling Sales - Headwear And Apparel Company (Victoria)
🏢 Headwear And Apparel
📍 Victoria