Job Title: Key Account Manager

Overview

The Key Account Manager is an entrepreneurial, strategic, and analytical role responsible for the development, implementation, and tracking of XX's sales strategy. The primary focus is to drive sales, volume, and profitability targets across major national Off-Premise retail customers. The role requires a strong commercial mindset, effective negotiation skills, and the ability to build long-term, mutually beneficial relationships with key stakeholders and customers.

Key Responsibilities

1. Account Management

• Establish and maintain productive, professional relationships with key personnel in assigned accounts.
• Achieve assigned sales volume, profitability, and strategic goals for accounts/channels.
• Lead joint strategic planning with customers to define objectives, financial targets, and milestones for 13 years.
• Develop and implement tailored account plans to drive category growth, increase sales, and optimize profitability.
• Enhance in-store execution and brand visibility per customer.
• Address customer issues and complaints to maintain long-term trust and satisfaction.
• Negotiate and close commercial agreements with key retail accounts.

2. Channel Management

• Analyze and understand key drivers of category demand in the market and channel.
• Develop channel-specific plans to accelerate category growth and strengthen market leadership.
• Design and deliver cohesive strategies to meet top-line and bottom-line targets.
• Propose and introduce new brands, products, or activation tools to channel accounts.
• Continuously assess and respond to customer needs and industry trends.
• Collaborate cross-functionally to deliver customized solutions that meet business and customer needs.
• Monitor competitor activities and market shifts to define winning strategies.

3. Budget Management

• Take full ownership of the channels VCM (Value Chain Management) to ensure profitability.
• Allocate and monitor budget spend across accounts with a focus on maximizing ROI.
• Establish budget control mechanisms and validate all trade or distributor-related financial claims.

4. Analysis & Planning

• Ensure the successful delivery of customer-focused solutions.
• Monitor sales performance, generate insights, and take corrective action where necessary.
• Track expenditures across the channel and maintain profitability through effective budgeting.

5. Cross-functional Collaboration

• Work closely with Marketing and Trade Marketing to execute retailer-specific initiatives.
• Coordinate with Supply Chain and Logistics for product availability and delivery.
• Liaise with Finance to ensure accurate budget tracking, payments, and claims management.

6. Distributor & Partner Management

• Manage day-to-day relationships with Distributor Partners (DPs).
• Set clear KPIs and performance targets for DPs.
• Provide training, support, and guidance to ensure execution excellence.
• Conduct regular reviews, meetings, and development sessions with DPs.

Experience, Knowledge & Skills

Experience

• Minimum 5 years of experience in Key Account Management and/or Traditional Trade Sales.
• Proven track record in managing retail accounts end-to-end.
• FMCG industry background required.
• Cross-functional experience in Trade or Consumer Marketing is a plus.

Skills & Competencies

• Strategic Thinking: Ability to develop innovative, commercially viable strategies aligned with long-term goals.
• Commercial Acumen: Strong understanding of sales processes, financial implications, and retail economics.
• Analytical Ability: Proficient in analyzing sales data and customer trends to create impactful actions.
• Negotiation: Demonstrated success in front-line negotiations and conflict resolution.
• Presentation: Excellent communication and presentation skills with a results-driven focus.
• Technical: Familiarity with tools like SAP or BI systems for sales tracking and reporting.

Education Requirements

• Bachelor's degree in Business Administration, Marketing, or a relevant field.