Key Accounts Managers (Modern Trade)
Posted:
Position Summary
Reporting to the Head of Sales / Modern Trade Manager / Commercial Director, the Key Accounts Manager will be responsible for managing strategic retail accounts including supermarkets, minimarts, convenience stores, and HoReCa outlets. The role focuses on ensuring optimal product availability, strong retail visibility, disciplined order management, and sustainable sales growth across assigned accounts.
Key Duties & Responsibilities
Key Accounts Management
- Manage and grow relationships with national supermarket chains and regional retail outlets, ensuring account retention and long-term commercial partnerships.
Sales Growth & Distribution Expansion
- Identify and onboard new Modern Trade outlets within assigned territories to drive market penetration and revenue growth.
Retail Execution & Merchandising Leadership
- Lead and supervise Sales Representatives and Merchandisers to ensure strong in-store execution, shelf visibility, and brand presence.
Order Management & Planning Alignment
- Ensure timely and accurate order capture to support production and warehouse planning, maintaining optimal stock levels.
Market Returns & Operational Discipline
- Monitor product returns, reduce wastage, track GRNs, and resolve delivery discrepancies to maintain operational efficiency.
Reporting & Performance Monitoring
- Prepare performance reports and provide actionable commercial insights to management to support strategic decisions.
Qualifications & Experience
- 5–8 years’ experience in FMCG sales or Modern Trade account management
- Proven experience managing supermarket chains and large retail accounts
- Strong understanding of merchandising and trade marketing
- Demonstrated ability to drive distribution expansion and revenue growth
Key Skills & Competencies
- Strong negotiation and relationship management skills; commercial and analytical thinking; ability to lead field teams; operational discipline; data-driven decision-making; strong communication and stakeholder management skills.
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