Key Account Manager

Benefits

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Key Account Manager Department: Sales Reports To: Head of Modern Trade Role Overview The Key Account Manager is responsible for managing strategic relationships with designated retail partners. The role focuses on driving profitable growth, executing joint business plans, and ensuring excellent in-store execution while strengthening long-term partnerships. What Success Looks Like in This Role Strong, strategic partnerships with key retailers Consistent delivery of growth targets and margin objectives High-quality execution in stores across all accounts Proactive identification of growth opportunities Reliable, data-driven decision making Role: 1. Account & Relationship Management Act as the main point of contact for assigned retail accounts Build strong, trust-based relationships with buyers and category managers Lead regular business reviews (monthly/quarterly) with customers 2. Commercial Management Negotiate annual agreements (JBPs), trading terms, and promotional plans Manage list price implementation for each account Ensure delivery of sales targets: volume, revenue, and profitability Monitor and optimize trade spending and investments (listing fees, promos, visibility) 3. Joint Business Planning (JBP) Develop and implement annual Joint Business Plans with each retailer Identify growth levers: assortment expansion, promotions, shelf space, innovation Align internal plans with customer strategies and category objectives 4. Execution Excellence Ensure flawless execution in-store (availability, visibility, promotions) together with the Field team Work closely with the field team to drive store-level performance Monitor KPIs such as out of stocks, share of shelf, and promo compliance 5. Data Analysis & Insights Analyze sell-in / sell-out data to identify risks and opportunities Use retailer data (e.g., NielsenIQ, retail portals) to support strategi decisions and promo plans Prepare forecasts and demand plans for designated clients, in collaboration with supply chain 6. Cross-functional Collaboration Work closely with Marketing, Supply Chain, Finance, and Trade Marketing Permanent communication with the field team in order to assure perfect L3Feet implementation Ensure alignment on launches, promotions, and stock availability Support new product listings and go-to-market execution 7. Risk & Issue Management Proactively identify risks (stock shortages, delistings, margin pressure) Resolve escalations quickly and maintain business continuity Ensure compliance with contractual agreements What do we expect? You don't have to meet all of the requirements listed below to be considered for this position. If you believe your experience and skills can add value to this role, we strongly encourage you to apply. 3-7+ years of experience in Sales, preferably in FMCG Proven experience working with Modern Trade retailers/key commercial partners Strong track record in negotiations and delivering commercial targets Strong negotiation and influencing power Deep understanding of Modern Trade dynamics and retail economics Analytical skills Excellent stakeholder management (internal & external) High level of ownership and accountability Excel (financial modeling, data analysis) Experience with CRM and retailer platforms Familiarity with market data tools (e.g., NielsenIQ, IWSR) is a plus

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