Key Account Manager

Position Summary

The Key Account Manager is responsible for managing and growing sales in the Modern Trade channel by maintaining strong relationships with key customers, leading a team of store merchandisers (Professional Consultants), and executing strategic sales plans to achieve volume and margin targets. This role is critical in expanding the customer base and ensuring long-term business success in the retail channel.

Responsibilities

• Develop and execute business plans and sales strategies to achieve sales, distribution and profitability targets in the Modern Trade channel
• Manage key retail accounts by negotiating annual trading terms, promotional plans and joint business agreements to strengthen long-term partnerships
• Plan and manage product assortment, planogram/schematic layouts and in-store category positioning to ensure the right product mix based on store size, target shoppers and cluster segmentation
• Conduct regular store visits and collaborate with Professional Consultants to ensure high merchandising standards, shelf visibility and effective implementation of promotional activities
• Analyze sales data, market trends, and shopper insights to identify new growth opportunities and optimize assortment by region and store cluster
• Work closely with marketing, supply chain and trade marketing teams to ensure timely product availability, promotional readiness and alignment with marketing campaigns
• Oversee planogram compliance and execution consistency across different key accounts and regions
• Monitor account performance, manage forecasts and budgets, and provide accurate monthly reports and business reviews to management
• Lead, coach, and motivate a team of Professional Consultants to deliver excellent in-store execution and sales conversion
• Ensure all operations are in line with company policies, brand standards and compliance requirements

Qualifications

• Bachelor’s degree or higher in Business Administration, Marketing or a related field
• At least 5 years of experience in Key Account Management or Modern Trade Sales, preferably in hardware, home improvement, building materials or related product categories
• Strong understanding of retail assortment planning, schematic management and store cluster segmentation
• Proven track record in achieving sales targets and managing relationships with modern trade retailers
• Excellent communication, negotiation and interpersonal skills
• Strong analytical mindset with the ability to interpret sales and market data for decision-making
• Leadership capability to manage field teams and drive performance excellence
• Good command of both spoken and written English; proficiency in Microsoft Office and familiarity with planogram or sales data tools is an advantage