Key Account Manager-Sporting Goods

POSITION SUMMARY

Reporting directly to the Vice President of the channel, this role serves as the primary point of contact for assigned key accounts and is responsible for driving revenue growth, operational excellence, and long‑term partnership development. This role requires the ability to pivot quickly, manage multiple priorities simultaneously, and collaborate effectively across internal teams to bring complex retail programs to life.

This is a remote position with travel required as needed to client locations and Outform facilities or offices to support client engagements and internal collaboration.

KEY RESPONSIBILITIES

Account Ownership & Client Partnership

• Serve as the primary relationship owner and point of contact for assigned key accounts.
• Develop a deep understanding of each client’s business model, brand strategy, retail environment, and key success metrics.
• Build trusted relationships with client stakeholders at multiple levels, including senior leadership.
• Act as a strategic advisor to clients, providing insights, recommendations, and proactive solutions.

Revenue Growth & Account Strategy

• Identify and actively pursue opportunities to grow assigned accounts through upsell, cross‑sell, and new program development.
• Support account planning, annual forecasts, and long‑term growth strategies in alignment with vertical goals.
• Partner with leadership to develop and present strategic proposals, concepts, and business reviews.

Cross‑Functional Program Leadership

• Lead and coordinate cross‑functional internal teams including design, engineering, estimating, sourcing, production, logistics, and finance.
• Translate client objectives into clear internal briefs, scopes of work, and execution plans.
• Ensure projects are delivered on time, on budget, and to Outform quality standards.
• Proactively manage risks, timelines, and stakeholder expectations throughout program lifecycles.

Financial Management & Account Health

• Monitor and manage account financials including revenue, contribution margins, forecasts, and project profitability.
• Partner with Finance to ensure accurate billing, forecasting, and financial reporting.
• Maintain visibility into account performance and communicate risks or opportunities promptly.

Execution, Problem Solving & Client Experience

• Navigate complex challenges with a solution‑oriented mindset while maintaining strong client trust and confidence.
• Manage changes in scope, timing, or requirements with professionalism and clarity.
• Ensure a consistently high‑quality client experience from program kickoff through completion.

Reporting & Process Discipline

• Maintain accurate documentation, pipeline tracking, and reporting using appropriate CRM, sales, and analytics tools.
• Provide regular status updates, forecasts, and insights to internal leadership.
• Support continuous improvement within account processes and customer engagement models.

Success Measures (KPIs) The successful Key Account Manager will be measured on:

Account Growth & Financial Performance

• Revenue growth within assigned accounts
• Achievement of account‑level forecasts and targets
• Contribution margin performance and profitability

Client Satisfaction & Retention

• Client retention rates
• Client satisfaction and feedback
• Repeat business and program expansion

Operational Execution

• On‑time and on‑budget delivery of client programs
• Quality and accuracy of internal briefs and scopes
• Effectiveness of cross‑functional collaboration

Pipeline & Opportunity Development

• Strength and visibility of opportunity pipeline
• Number and quality of strategic proposals delivered

Internal Partnership & Communication

• Quality of collaboration with internal teams
• Accuracy and timeliness of reporting and forecasts
• Proactive risk identification and issue resolution

QUALIFICATIONS

Education

• Bachelor’s degree in Business, Marketing, or a related field required
• MBA or relevant masters degree preferred

Experience

• 5+ years of experience in account management, sales, or client‑facing roles within retail, sporting goods, fashion, apparel or related industries.
• Requires a strong understanding of sporting goods and/or fashion retail culture, combined with the confidence to engage senior‑level client stakeholders.
• Proven experience managing complex, project‑based programs with multiple stakeholders and deliverables.
• Experience working in a cross‑functional environment supporting design, production, and execution teams to bring retail programs to life.

Skills & Expertise

• Strong business and financial acumen, with demonstrated ability to manage margins, forecasting, and account performance.
• Advanced proficiency in Microsoft Excel; strong working knowledge of PowerPoint and Power BI (or similar reporting tools).
• Excellent presentation, communication, and negotiation skills.
• Strong organizational and project management capabilities.
• Demonstrated success operating independently while collaborating closely with internal teams.
• Demonstrated expertise building positive relationships while working in a fast-paced, deadline-driven environment that requires pivoting as the priorities shift
• Ability and willingness to travel as required.

Characteristics & Behavioral Competencies

• Client‑Centric & Relationship‑Driven – Builds trust quickly and maintains strong, long‑term relationships and partnerships.
• Strategic & Commercially Minded – Sees the big picture while driving measurable account growth.
• Results‑Oriented – Takes ownership and accountability for outcomes.
• Adaptable & Agile – Comfortable pivoting priorities in a fast‑paced retail environment.
• Collaborative Leader – Leads cross‑functional teams through influence, not authority.
• Problem Solver – Approaches challenges with creativity, persistence, and a solution focus.
• Detail‑Oriented & Organized – Manages complexity and multiple priorities without losing sight of execution fundamentals.
• Proactive & Self‑Directed – Takes initiative, anticipates needs, and drives action without waiting for direction.
• Professional & Composed – Represents Outform with confidence, credibility, and integrity.

ESSENTIAL FUNCTIONS

Working conditions are in a normal office environment. While performing the duties of this job, the employee is regularly required to walk; sit and stand; using the hands to handle, finger, or feel objects, tools, or controls.  Occasionally, the employee must crouch or kneel.  The employee must occasionally exert or lift up to 20 pounds.  Successful performance requires good eyesight with or without corrective lenses. Requires long periods of time working at a computer and includes phone work. Extensive travel required to serve the clients and participate in company or team events in Union City CA or Chicago.

DISCLAIMER

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification and may be amended at any time at the sole discretion of the Employer.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.