Key Account Manager (Modern Market)

Job Overview:

As a Key Account Manager (KAM), you will be responsible for developing and maintaining strategic relationships with key clients in the modern trade channel (such as hypermarkets, supermarkets, and convenience stores). You will play a vital role in driving product distribution, sales growth, and profitability. The KAM will focus on meeting sales targets by executing business strategies and negotiating long-term contracts with key accounts.

Key Responsibilities:

1. Key Account Management:
   • Manage and strengthen relationships with key modern trade clients (e.g., hypermarkets, supermarkets, convenience stores, NKA, LKA, MTI).
   • Understand client needs and provide tailored solutions aligned with the company’s strategies.
   • Develop and monitor business agreements (annual business plans) with key customers.
2. Sales Target Achievement:
   • Ensure the achievement of sales and distribution targets across all key accounts.
   • Monitor weekly/monthly sales performance and implement corrective actions to meet KPIs. 
   • Identify up selling and cross-selling opportunities to boost revenue growth.
3. Negotiation and Contracts:
   • Negotiate pricing, promotions, display spaces, and cost-sharing agreements with key clients.
   • Ensure contracts and agreements align with company policies and profitability targets.
   • Handle discussions around payment terms, return policies, and rebate schemes.
4. Promotional Program Execution:
   • Collaborate with the trade marketing team to implement effective promotional programs.
   • Ensure proper execution of promotions at the store level in accordance with plans and company standards.
   • Monitor the ROI of promotional activities and provide regular evaluation reports.
5. Operational Excellence Monitoring:
   • Track product availability and distribution at each outlet to prevent out-of-stock situations.
   • Identify operational issues (e.g., delivery problems, dead stock) and work with the supply chain team for solutions.
   • Ensure product visibility and display execution at outlets as per agreements.
6. Analysis and Reporting:
   • Provide regular reports on sales performance, distribution, and market trends to management.
   • Conduct research and analysis on market trends and competitor activities.
   • Offer insights to support the development of long-term business strategies.

Qualifications:

• Bachelor’s degree in Management, Business, Marketing, or a related field.
• 2-3 years of experience as a Key Account Manager or in a similar role within the FMCG or F&B industry.
• Strong network and understanding of the modern trade market.
• Excellent communication, negotiation, and presentation skills.
• Results-oriented, with the ability to work under pressure to meet tight targets.
• Proficient in Microsoft Office (Excel, PowerPoint) with strong data analysis skills.
• Able to work independently and in a team, with excellent multitasking abilities.