Key Account Representative
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1. Account Management
- Maintain strong working relationships with modern trade partners (e.g., supermarkets, hypermarkets, convenience store chains).
- Ensure proper account coverage and service levels.
- Address account issues promptly to maintain customer satisfaction.
2. Sales Execution
- Execute monthly and quarterly sales plans aligned with company goals.
- Monitor sales performance and implement corrective actions as needed.
- Negotiate and implement promotional activities with key customers.
3. Forecasting & Inventory
- Collaborate with supply chain and demand planning teams for accurate forecasting.
- Ensure optimal stock levels at store and warehouse locations.
- Track and minimize stock-outs or overstocking.
4. Promotions & Merchandising
- Plan and coordinate in-store promotions and activations with modern trade partners.
- Monitor the effectiveness of trade promotions.
- Ensure planogram compliance and merchandising standards are met in all outlets.
5. Reporting & Analysis
- Prepare regular reports on sales performance, promotional results, and market trends.
- Analyze sales data to identify growth opportunities and areas for improvement.
- Monitor competitor activities within the modern trade channel.
6. Cross-functional Coordination
- Collaborate with marketing, trade marketing, finance, and logistics teams to fulfill customer requirements.
- Align execution with brand strategies while customizing for key accounts.
Key Performance Indicators (KPIs)
- Sales volume and revenue growth in key accounts.
- Execution rate of promotions and planograms.
- Customer satisfaction and strength of relationships.
- Stock availability and inventory turnover.
- Accuracy of sales forecasting.
- Bachelor’s degree in Business Administration, Marketing, or a related field.
- 2–4 years of experience in key account management, preferably in the FMCG or retail industry.
- Proven experience handling modern trade clients is highly desirable.
- Strong negotiation, communication, and interpersonal skills.
- Analytical mindset with proficiency in MS Excel and PowerPoint.
- Willingness and ability to travel for account visits and field execution.
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