Five retail KPIs every Key Account Manager should track weekly
Weighted distribution, velocity, share of shelf, promo uplift, weeks of stock — the five numbers that separate a reactive KAM from a strategic one.
From reporting to decision-making
Most KAM dashboards drown their user in metrics. In practice, five KPIs cover 90% of the commercial questions a retailer will ask you in your next joint business plan.
1. Weighted distribution
How many stores selling how many units. A drop in weighted distribution before a drop in sell-out is the earliest signal that a listing is at risk.
2. Velocity (sell-out per store per week)
Removes the store-count noise from sell-out and tells you if shoppers actually want your SKU. Compare vs the category benchmark to argue for more facings.
3. Promo uplift
Incremental units divided by baseline units during a promoted period. Anything under 1.5x means you are subsidizing loyal buyers instead of recruiting new ones.
4. Share of shelf vs share of sell-out
When share of sell-out exceeds share of shelf, you have earned more facings. Bring the number, not the opinion, to your next merchandising review.
5. Weeks of stock (WoS)
Under 3 weeks and you risk out-of-stocks. Over 8 weeks and the retailer will push back on your next order. WoS is your negotiation compass.
Ready to turn your retail data into action?
Discover how Sell-Out Copilot helps commercial teams identify growth drivers, detect stock risks and uncover actionable opportunities.