Job Description

Job Summary

We are looking for an experienced and commercially driven Group Key Account Manager to manage and develop key business accounts across General Trade (GT) and Local Chain channels.

The role will be responsible for driving sustainable sales growth, strengthening business relationships with key customers and partners, improving product distribution and visibility, and executing effective commercial strategies aligned with the company's overall business objectives.

Key Responsibilities

Develop and execute sales and account strategies for assigned General Trade and Local Chain accounts to achieve revenue, volume, distribution, and profitability targets.
Manage and strengthen relationships with key customers, distributors, wholesalers, and local retail chains.
Identify new business opportunities and expand the company's presence across GT and Local Chain channels.
Develop and implement Joint Business Plans (JBPs) and account development plans with key customers.
Lead commercial negotiations covering pricing, promotions, listing, visibility, trading terms, and other business agreements.
Drive product distribution, availability, assortment, and in-store visibility across assigned accounts.
Monitor sales performance, market trends, customer performance, and competitor activities to identify opportunities and potential risks.
Work closely with distributors and internal teams to ensure effective execution of sales and trade marketing programs.
Develop and monitor promotional activities, ensuring proper execution and alignment with commercial objectives.
Analyze sales data and account performance to identify gaps, opportunities, and corrective actions.
Manage sales forecasts, inventory availability, and sell-in/sell-out performance in collaboration with relevant stakeholders.
Ensure effective execution of trade marketing initiatives, including merchandising, promotional displays, product launches, and other in-store activities.
Conduct regular business reviews with customers and internal stakeholders to evaluate performance and identify growth opportunities.
Ensure compliance with company policies, commercial agreements, pricing guidelines, and credit/payment terms.
Prepare regular sales reports, business reviews, and performance updates for management.
Coach and provide direction to sales team members or account executives, where applicable.
Continuously identify opportunities to improve sales effectiveness, customer engagement, distribution coverage, and overall account profitability.

Key Performance Indicators

Sales revenue and volume achievement
Gross margin / profitability
Distribution and numeric distribution growth
Customer and account growth
Sell-in and sell-out performance
Promotional effectiveness
Product availability and visibility
New account / outlet acquisition
Collection and payment performance
Achievement of account-specific business plans

Requirements

Bachelor's degree in Business, Marketing, Management, or a related field.
Minimum 10 years of relevant experience in FMCG sales, key account management, general trade, or modern/local retail.
Strong experience managing General Trade and/or Local Chain accounts.
Proven track record in achieving sales targets and developing key customer relationships.
Strong commercial acumen with good understanding of pricing, promotion, distribution, and trade terms.
Strong negotiation, communication, and relationship-building skills.
Good analytical and problem-solving skills with the ability to translate sales data into actionable business initiatives.
Comfortable working in a fast-paced and target-driven FMCG environment.
Strong stakeholder management and cross-functional collaboration skills.
Proficiency in Microsoft Excel and PowerPoint.
Willingness to travel to customers, distributors, and outlets frequently every month.

Preferred Qualifications

Experience in FMCG, Personal Care, Health & Wellness, Beauty, or Consumer Products.
Existing network with local retail chains, wholesalers, distributors, and GT customers.
Experience managing multiple accounts or territories with significant sales contribution.
Experience leading or mentoring a sales team.