Key Accounts Manager

Key Dimensions and Related Job Results

• Achieve sales volume, value, and market share targets.
• Negotiate and finalize all Business Development Agreements (BDAs) by the end of March each year after winning in each BDA.
• Ensure in-store mirroring of all BDAs, resolving gaps if any.
• Negotiate Share of Shelf (SOS) based on market share as a minimum.
• Achieve targeted spends by maximizing return on investment (ROI) in every investment.
• Align negotiation and BDA strategies with our brands and principals.
• Collaborate closely with sales and merchandising teams to ensure execution excellence.
• Map distribution by SKU/account to minimize lost sales.
• Maintain structured and frequent interfaces with sales managers to highlight gaps.
• Develop a robust activation calendar in coordination with the sales team and trade.
• Monitor competition closely and share market feedback.
• Analyze performance and provide actionable feedback to the team.
• Proactively use ACN audit reports to enhance outputs in every assigned Key Account.
• Lead and close all accounts receivable elements with every customer within one week of the payment receipt date.
• Conduct quarterly business reviews with trade partners.
• Ensure all trade spends are pre-approved and authorized in writing.
• Adhere to all internal and external Standard Operating Procedures (SOPs) regarding the control and spend of all trade budgets to avoid overspending.
• Lead, develop, train, and manage a team of direct reportees.
• Record minutes of every productive/formal meeting with principals and customers, circulating the same promptly with relevant contact points both internally and externally, and following up on all agreed action points.
• Allocate 70% of time to trade-related activities.