Key Account Manager – Modern Trade

About the role

The Key Account Manager will drive sustainable growth within the Modern Trade channel by creating high‑impact account strategies, building strong customer partnerships, and delivering sales, profitability and category growth targets.

Key responsibilities

• Develop and implement account‑specific business plans aligned with Modern Trade strategy and company objectives.
• Identify growth opportunities through performance analysis, category trends and shopper insights.
• Achieve sales volume, revenue and profitability targets for assigned accounts.
• Manage trade spending, pricing, discounts and promotions to ensure ROI and budget compliance.
• Lead annual and quarterly negotiations covering pricing, listings, trade terms, visibility and promotional activities.
• Build and execute Joint Business Plans (JBPs) with key accounts focusing on mutual growth.
• Coordinate with Trade Marketing to plan, implement and evaluate in‑store promotions and visibility.
• Ensure product availability, planogram compliance and merchandising excellence at store level.
• Maintain strong relationships with category buyers, commercial managers and store operations teams.
• Track and analyse account performance, promotional results and category trends, providing corrective actions and accurate sales forecasts.
• Collaborate with supply chain, finance and marketing to ensure operational efficiency.
• Support the Modern Trade Channel Head in developing channel initiatives and mentor junior team members.

Required profile

• Bachelor’s degree in Business Administration, Marketing or related field (Master’s preferred).
• 5–7 years of FMCG sales experience, with at least 3 years managing Modern Trade or Key Account portfolios.
• Proven experience working with major Modern Trade customers such as Panda, Lulu, Carrefour or Othaim.

Required skills