Key Account Manager

Role Overview

The Key Account Manager plays a crucial role in driving sustainable growth within the Modern Trade channel by crafting high-impact account strategies, fostering robust customer partnerships, and achieving sales, profitability, and category expansion goals. This position involves leading strategic account planning, handling commercial negotiations, executing Joint Business Plans (JBPs), and ensuring seamless coordination across functions for assigned accounts.

Key Responsibilities

• Design and implement business plans tailored to each key account aligned with the company's Modern Trade objectives.
• Pinpoint development prospects by analyzing account performance, category trends, and shopper behaviors.
• Meet or exceed targets for sales volume, revenue, and profitability across assigned accounts.
• Oversee trade expenditures, pricing strategies, discounts, and promotions ensuring budget adherence and return on investment.
• Lead pricing, listings, trade terms, and promotional negotiations on an annual and quarterly basis.
• Formulate and execute Joint Business Plans with major customers to foster mutual growth and expand categories.
• Collaborate with Trade Marketing teams to devise, roll out, and assess in-store promotional campaigns and visibility efforts.
• Ensure optimal product availability, planogram adherence, and merchandising standards within stores.
• Develop and maintain professional relationships with category buyers, commercial managers, and store operations personnel.
• Serve as the primary contact for resolving issues, aiming for superior customer satisfaction and service quality.
• Monitor and interpret account performance metrics, promotional effectiveness, and category dynamics; recommend action plans as required.
• Deliver timely and precise sales forecasts aligning demand planning with supply chain operations.
• Collaborate closely with supply chain, finance, and marketing departments to guarantee operational consistency and efficiency.
• Assist the Modern Trade Channel Head in formulating channel initiatives and long-term plans.
• Guide and support junior Key Account Executives or merchandisers, ensuring clarity on priorities and standards.
• Share insights and best practices to enhance the performance of the Modern Trade sales team collectively.

Qualifications & Experience

• A bachelor's degree in Business Administration, Marketing, or related discipline is required; a master's degree is preferred.
• Between 5 to 7 years of experience in FMCG sales with a minimum of 3 years focused on Modern Trade or Key Account management.
• Prior experience working with prominent Modern Trade customers such as Panda, Lulu, Carrefour, and Othaim is advantageous.