Senior KAM, FMCG-Commercial

Role Overview

The Senior Key Account Manager will lead strategic engagement with key clients, drive revenue growth, and own portfolio performance for high-value FMCG and E-commerce partners. This role requires strong commercial acumen, analytical capabilities, and the ability to build lasting partnerships with stakeholders across retail and digital commerce ecosystems.

Key Responsibilities

Client & Portfolio Management

Build and strengthen long-term relationships with key customers and partners.

Act as the primary point of contact for strategic accounts and ensure satisfaction, retention and growth.

Develop and implement account plans with tailored solutions that enhance partner performance and business outcomes.

Revenue & Target Achievement

Drive sales growth across assigned key accounts to meet and exceed revenue and profitability targets.

Identify opportunities for upselling, cross-selling, and category expansion.

Strategic Planning & Execution

Collaborate with internal teams (Marketing, Category, Supply, Analytics) to align commercial strategy with market demand.

Monitor account performance and market trends; adjust plans to optimize growth.

Negotiation & Contract Management

Lead negotiations for pricing, promotions, assortment, and commercial terms.

Manage joint business planning (JBP) with strategic customers.

Analysis & Reporting

Analyze sales data, customer insights and competitor activity to inform decision-making.

Prepare weekly/monthly forecasts and pipeline reports for senior leadership.

Qualifications

Job Requirements

Bachelor’s degree in Business, Marketing, Sales, or related field.

MBA or equivalent advanced business qualification preferred.

5+ years of progressive experience in Key Account Management, FMCG, or E-commerce sectors.

Demonstrated success owning and growing major client portfolios.

Required Skills & Competencies

Commercial & Analytical Acumen: Ability to analyze data and convert insights into clear, actionable growth plans.

Stakeholder Management: Strong capability to build trusted relationships and influence senior decision-makers.

Negotiation & Strategic Thinking: Proven expertise in planning and leading complex commercial negotiations.

Communication: Excellent verbal, written, and presentation skills.

Leadership & Collaboration: Effective cross-functional collaborator with experience mentoring junior team members.

Tools & Systems: Proficient in CRM, Excel, and business intelligence/analytics platforms.