Key Account Manager

Job Summary

The Key Account Manager is responsible for driving sales growth and managing strategic key accounts within the FMCG sector, including Modern Trade chains and key distributors. This role ensures strong execution of commercial strategies, in-store excellence, and sustainable partnerships to achieve revenue and market share objectives.

Key Roles/Responsibilities

Strategic Key Account Management

· Oversee all key Modern Trade accounts

· Guide team in developing and executing Joint Business Plans (JBP)

· Maintain senior-level relationships with key customers

· Step in for high-level negotiations and critical account issues.

Sales & Business Growth

· Own overall sales performance for key accounts (sell-in & sell-out)

· Drive distribution expansion, new product listings, and category growth

· Identify opportunities to grow market share and strengthen brand presence.

Trade Promotion & Execution Excellence

· Ensure effective planning and execution of promotions across all key accounts

· Drive in-store excellence: visibility, planogram compliance, and merchandising standards

· Partner with Trade Marketing to deliver impactful campaigns.

Commercial & Trade Spend Governance

· Oversee trade spend budget across all accounts and ensure strong ROI

· Approve key commercial terms including pricing, rebates, and promotions

· Ensure profitability and financial discipline across accounts.

Demand Planning & Supply Alignment

· Align closely with Supply Chain on forecasting and stock planning

· Ensure high service levels and minimize OOS issues

· Oversee smooth execution of product launches across accounts.

Performance Management & Reporting

· Track team and account performance against KPIs

· Analyze sales data, customer performance, and market trends

· Present business reviews and strategic plans to senior management

Cross-Functional Leadership

· Act as a bridge between Sales, Marketing, Trade Marketing, Finance, and Operations

· Ensure alignment on pricing, promotions, and business priorities

· Resolve escalations and drive decision-making across functions

Skills/Qualifications

• Bachelor's Degree in Business, Marketing, or related field
• Minimum 8–10 years of experience in FMCG, with strong exposure to Modern Trade
• At least 2–3 years in a leadership role managing KAM teams
• Proven track record in managing major retail chains (e.g., Mydin, 99SpeedMart, AEON, Lotus's, Giant and etc)
• Strong experience in Joint Business Planning (JBP) and trade spend management
• Excellent leadership, negotiation, and stakeholder management skills
• Strong analytical and commercial mindset