Key Accounts Manager

Role Overview

We are looking for a commercially driven Key Accounts Manager to own and grow strategic retail and distribution partnerships within our FMCG portfolio. You will be the primary point of contact for our top-tier accounts — translating category insights and sales data into joint business plans that drive sustainable revenue growth. This role sits at the intersection of sales strategy, relationship management, and analytical rigour.

Key Responsibilities

Account Management & Revenue Growth

• Own a portfolio of key modern trade, general trade, or e-commerce accounts; serve as the primary relationship manager.

• Develop and execute annual Joint Business Plans (JBPs) aligned with company and customer objectives.

• Achieve volume, value, and margin targets across assigned accounts.

• Negotiate listings, shelf space, promotional calendars, and trade terms with buyers and category heads.

Sales Analysis & Commercial Insights

• Conduct regular analysis of sell-in vs. sell-out data, secondary sales trends, and market share movements.

• Build and maintain dashboards and trackers to monitor account performance, forecast accuracy, and promotional ROI.

• Identify growth opportunities and white spaces through data-driven category and shopper insights.

• Present business reviews (weekly, monthly, quarterly) to both internal stakeholders and key account buyers.

Trade Marketing & Promotions

• Collaborate with the Trade Marketing team to design and execute in-store visibility programs, activations, and promotions.

• Evaluate the effectiveness of promotional spend and recommend course corrections based on ROI analysis.

• Ensure perfect execution of planograms, POS placements, and new product launches within accounts.

Cross-functional Collaboration

• Work closely with Supply Chain to ensure on-time, in-full (OTIF) delivery and optimise forecasting accuracy.

• Partner with Finance to manage trade spend budgets, accruals, credit limits, and account receivables.

• Provide ground-level market intelligence to Marketing and Category teams to inform innovation and portfolio strategy.

What We Are Looking For

Qualifications & Experience

• Bachelor's degree in Business Administration, Commerce, Marketing, or a related field (MBA preferred).

• 6 – 9 years of progressive sales experience in FMCG, with at least 3 years in a Key Accounts or National Accounts role.

• Demonstrated track record of managing large retail chains, hypermarkets, or distributor networks.

• Hands-on experience with sales analysis tools — Excel (advanced), Nielsen / IRI, or ERP-based reporting systems.

Skills & Competencies

• Strong analytical mindset — ability to interpret complex data sets and translate them into actionable commercial strategies.

• Excellent negotiation and influencing skills with proven ability to close high-value deals.

• Sharp commercial acumen with a clear understanding of P&L levers, trade investment, and margin management.

• Exceptional communication and presentation skills — confident presenting to C-suite and senior buyers alike.

• Highly organised with the ability to manage multiple priorities and accounts simultaneously.

• Self-starter with a hunter mentality balanced with a strong focus on account retention and development.

Key Performance Indicators (KPIs)

• Achievement of monthly, quarterly, and annual revenue and volume targets per account.

• Market share growth within managed accounts and channels.

• Forecast accuracy and OTIF compliance rates.

• Trade spend efficiency and promotional ROI.

• Number of new listings / SKU distribution expansion.

• Account health score — strike rate, share of shelf, and customer satisfaction.

Experience:

• Key Accounts Manager in FMCG: 6 years (Required)

Work Location: In person