Key account manager

About This Role

The Key Account Manager (KAM) in the Fragrance industry plays a critical role in managing strategic customer relationships typically major FMCG manufacturers, beauty brands, retailers, or distribution partners. This position bridges the commercial, marketing, and technical teams to deliver fragrance solutions that align with client needs and market trends.

Qualifications

• Bachelor’s degree in Business, Marketing, Chemistry, Cosmetic Science, or related fields.

• 3–7 years of experience in sales, account management, or business development preferably within the fragrance, beauty, or FMCG industry.
• Strong understanding of fragrance categories, olfactive families, and market trends.
• Excellent communication, presentation, and relationship-building skills.
• Proven ability to manage multiple projects simultaneously and work cross-functionally.
• Analytical mindset with strong negotiation and commercial skills.
• High attention to detail and ability to interpret client briefs.
• Proficiency in MS Office, CRM platforms, and business reporting tools. 

Key Responsibilities

• Develop and maintain long-term relationships with key accounts in the fragrance, beauty, and personal care sectors.
• Act as the primary point of contact, ensuring timely and effective communication with clients.
• Understand client brand positioning, consumer targets, and project briefs to propose suitable fragrance solutions.
• Identify growth opportunities within existing accounts and new potential clients.
• Drive sales performance to meet revenue, margin, and growth targets.
• Lead commercial negotiations, pricing strategies, and contract discussions.
• Collaborate closely with internal fragrance evaluators, perfumers, marketing, and R&D teams to deliver high-quality submissions.
• Manage project timelines, ensuring deliverables align with client expectations and market launch dates.
• Coordinate sample requests, technical documents, and regulatory compliance information.
• Monitor fragrance and consumer trends across categories (fine fragrance, personal care, home care, air care, etc.).
• Provide market insights and competitive analysis to support client briefs and internal product development.
• Present new concepts, innovations, and fragrance collections to clients.
• Track sales performance, forecast demand, and manage account budgets.
• Maintain accurate CRM data, pipeline reports, and client activity logs.
• Ensure smooth order-to-delivery processes, working with operations and supply chain teams.