Job Summary:

• The Key Accounts Manager is responsible for managing and growing relationships with strategic retail partners and modern trade customers. The role ensures effective execution of sales strategies, drives volume growth, strengthens in-store visibility, and delivers on revenue and profitability objectives. The manager will also lead negotiations with key accounts, implement joint business plans, and monitor compliance with commercial agreements.

Responsibilities: 

• Develop and implement strategic account plans for modern trade partners to achieve sales, profitability, and market share objectives.
• Build and maintain strong relationships with buyers, category managers, and decision-makers within key modern trade accounts.
• Negotiate trade terms, pricing, promotions, and supply agreements in line with company policies.
• Execute joint business plans with key accounts, ensuring alignment with both customer and company goals.
• Drive product listing, visibility, and in-store execution (shelving, planograms, merchandising, and promotional activities).
• Monitor sales performance, stock levels, and order fulfillment for modern trade accounts.
• Analyze market trends, competitor activities, and consumer insights to identify growth opportunities.
• Coordinate with marketing, supply chain, and finance teams to ensure efficient delivery of customer-specific initiatives.
• Track and manage trade spend budgets to ensure cost-effectiveness and ROI on promotions.
• Provide regular sales reports, forecasts, and management insights.
• Resolve operational or service issues with customers to ensure strong, long-term partnerships.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Economics, or related field.
• MBA or professional certification is an advantage.
• 5–7 years’ experience in sales, with at least 3 years in key accounts/modern trade management within FMCG, food, or retail.
• Proven track record of managing modern trade accounts and delivering sales targets.

Key Competencies

• Strong negotiation and relationship management skills.
• Excellent understanding of modern trade dynamics, category management, and in-store execution.
• Strong commercial acumen with the ability to analyze data and derive insights.
• Excellent communication, presentation, and interpersonal skills.
• Proficiency in Microsoft Office (Excel, PowerPoint, Word); knowledge of ERP/CRM systems is an advantage.
• High drive, resilience, and results orientation.