Key Account Manager

Position Overview

We are seeking a dynamic and results-driven Key Account Manager to spearhead sustainable growth within the Modern Trade channel. In this pivotal role, you will be responsible for crafting and executing high-impact account strategies, fostering strong customer partnerships, and delivering measurable sales, profitability, and category growth objectives. Your leadership will encompass strategic planning, commercial negotiations, Joint Business Plan (JBP) development, operational execution, and cross-functional coordination across assigned accounts. Additionally, you will ensure in-store execution excellence to maximize revenue, profitability, customer satisfaction, and long-term business value.

Key Responsibilities

• Strategic Account Management: Develop and implement account-specific business plans that align with Modern Trade channel strategy and overarching company objectives. Identify growth opportunities by analyzing performance metrics, category trends, and shopper insights to drive sustainable revenue expansion.
• Performance & Profitability: Achieve and exceed sales volume, revenue, and profitability targets for all assigned accounts. Manage trade spending, pricing strategies, discounts, and promotions to ensure optimal return on investment (ROI) and strict adherence to budgetary constraints.
• Negotiation & Collaboration: Lead annual and quarterly negotiations with key accounts, covering critical areas such as pricing, product listings, trade terms, visibility enhancements, and promotional activities. Foster collaborative Joint Business Plans (JBPs) that prioritize mutual growth and category expansion.
• Operational Execution: Coordinate with Trade Marketing teams to design, implement, and evaluate in-store promotions and visibility initiatives. Ensure product availability, planogram compliance, and merchandising excellence at the store level to drive consumer engagement and sales.
• Relationship Management: Cultivate and maintain strong, professional relationships with category buyers, commercial managers, and store operations teams. Serve as the primary point of contact for issue resolution, ensuring high levels of customer satisfaction and service excellence.
• Performance Analysis & Reporting: Track and analyze account performance, promotional outcomes, and category trends. Provide data-driven recommendations for corrective actions to optimize results. Deliver accurate and timely sales forecasts to align demand planning with supply chain operations.
• Cross-Functional Coordination: Collaborate closely with supply chain, finance, and marketing teams to ensure seamless operational efficiency and consistent execution across all touchpoints. Support the Modern Trade Channel Head in developing and implementing channel-wide initiatives and long-term strategic plans.
• Team Leadership & Development: Mentor junior Key Account Executives or merchandisers, ensuring they are aligned with account priorities and uphold company standards. Share best practices and industry insights across the Modern Trade sales team to elevate overall performance and drive collective success.

Qualifications & Experience

To excel in this role, you will possess a Bachelor’s degree in Business Administration, Marketing, or a related field, with a Master’s degree considered a strong advantage. We require a minimum of 5–7 years of progressive experience in FMCG sales, with at least 3 years dedicated to managing Modern Trade or Key Account portfolios. Prior experience collaborating with major Modern Trade customers, such as Panda, Lulu, Carrefour, or Othaim, is highly preferred.