Key Accounts Manager - Modern Trade

Job Objectives1.1 Strategically manage all sales activities in the assigned territory1.2 Responsible for cultivating and maintaining strong, long-term relationships with key customers1.3 Identify and pursue new business opportunities within key accounts1.4 Drive sustainable growth through strategic account management. Duties and Responsibilities2.1 Lead successful negotiations with key customers/buyers on execution of promotional strategies, marketing initiatives, and in-store activations2.2 Build and maintain strong relationship with key decision-makers of customers2.3 Manages account business performance: achievement of monthly targets, manage Account Receivables (A/R) / Day Sales Outstanding (DSO) target, daily fieldwork routine and call procedures2.4 Develop and implement strategic account plans and forecast to achieve sales targets, foster account growth and identify new business opportunities within key accounts2.5 Manages contract negotiations, renewals, and pricing discussions2.6 Conducts regular business reviews with key accounts to evaluate business needs, address concerns, and provide solutions that meet their objectives2.7 Collaborates with cross-functional teams, such as Customer Marketing (CMD), Marketing, and Customer Service Group (CSG), to ensure seamless execution of promotions and delivery of products2.8 Stay updated on industry trends and competitor activities to identify potential threats and opportunities2.9 Introduce new products to accounts and collaborate with CMD and CSG to ensure smooth new product launches2.10 Manages inventory (for selected accounts)2.11 Oversees the timely and accurate implementation of trade promotions, pricing strategies, and merchandising guidelines.2.12 Work closely with KAM Operations to execute account plans and initiatives, ensuring proper and fast execution in store level2.13 Monitor key performance indicators (KPIs) and provide regular reports on account performance

Functional Knowledge and Skills

Requirements

Education: Bachelor’s degree in business administration, mass communication, marketing, or a related field. Experience/Expertise: At least 1 year sales experience as Distributor Business Specialist and/or Key Accounts SpecialistSkills/Competencies: Working Knowledge on the following competencies: Modern Trade strategy and development

• Customer business plan creation and implementation
• Managing and optimizing Customer Marketing Investments

Relationship management

Business review

Shopper marketing

Category management

Budget management

Systems usage

Report generation

• Data management and analysis
• Fully Operational on the following competencies: Sales fundamentals
• Store operations management

Funds management

AR and returns management

Promotions optimization

• Persuasive selling and handling objections
• Understanding the customer and closing the deal

Working knowledge in PC-based applications: Microsoft Word, Excel, Powerpoint and Windows operating system. Strong analytical, leadership, communication, and interpersonal skills

Proven ability to innovate and drive results