The Key Account Manager drives sustainable growth within the Modern Trade channel by developing high-impact account strategies, building strong customer partnerships, and delivering agreed sales, profitability, and category growth objectives. The role leads strategic planning, commercial negotiations, Joint Business Plans (JBPs), operational execution, and cross-functional coordination across assigned accounts. It also ensures in-store execution excellence to maximize revenue, profitability, customer satisfaction, and long-term business value.
Key Accountability:
- Develop and implement account-specific business plans aligned with Modern Trade channel strategy and company objectives.
- Identify growth opportunities within each account by analyzing performance, category trends, and shopper insights.
- Achieve sales volume, revenue, and profitability targets for assigned accounts.
- Manage trade spending, pricing, discounts, and promotions to ensure ROI and budget compliance.
- Lead annual and quarterly negotiations covering pricing, listings, trade terms, visibility, and promotional activities.
- Build and execute Joint Business Plans (JBPs) with key accounts focusing on mutual growth and category expansion.
- Coordinate with Trade Marketing to plan, implement, and evaluate in-store promotions and visibility activities.
- Ensure product availability, planogram compliance, and merchandising excellence at store level.
- Maintain strong and professional relationships with category buyers, commercial managers, and store operations teams.
- Act as the main point of contact for issue resolution, ensuring high customer satisfaction and service levels.
- Track and analyze account performance, promotional results, and category trends; recommend corrective actions when needed.
- Provide timely and accurate sales forecasts, ensuring alignment between demand planning and supply chain.
- Work closely with supply chain, finance, and marketing teams to ensure operational efficiency and consistent execution.
- Support the Modern Trade Channel Head in developing channel initiatives and long-term strategies.
- Support and mentor junior Key Account Executives or merchandisers, ensuring they understand account priorities and standards.
- Share best practices and insights across the Modern Trade sales team to strengthen overall performance.
Education:
Bachelor's degree in business administration, Marketing, or related field (master's preferred).
Experience:
- 5–7 years of experience in FMCG sales, with at least 3 years handling Modern Trade or Key Account portfolios.
- Experience working with major MT customers (e.g., Panda, Lulu, Carrefour, Othaim) is preferred.
