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Title:  Key Account Manager

Key Account Manager


Position Summary


In close collaboration with the CM, manage and oversee the business performance of assigned banner within the Modern Trade channel, with responsibility for multiple functions, including budget preparation and control, contract accounting and negotiation, and business resource allocation with key aims to increase sales volume, profits, market share and contract fulfillment to achieve or exceed budget. Develop and implement sales strategies to achieve sales objectives by identifying vertical growth opportunities to increase the throughput of each (key) account; provide direction and targets to the team to grow sales. Perform a pivotal role in successful management of the customer relationship


Roles & Responsibilities


  1. Develop strategic sales and marketing initiatives to meet allocated targets across the segment, and to hold internal meetings at sufficient frequency to allow analysis of the sales activities. Maintain a number of key sounding boards to give confidence to sales plans and strategies.
  2. Collect market intelligence on the needs of customers, and the strategy and tactics of its competitors; provide analysis and interpretation of this intelligence and formulate retaliatory strategy and tactics; target key opportunities and tailor value propositions to establish differentiating plus sustainable advantage.
  3. Oversee the supervision of operation support, including work allocation, training, and problem resolution; evaluate performance and make recommendations for personnel action; motivate team members to achieve peak productivity and performance.
  4. Consult with/advise Operation team on the business performance of their key accounts. Identify changes necessary to correct deficiencies in performance and/or opportunities for improvement of sales performance.
  5. Prepare forecasts against sales within the channel on a periodic basis and to monitor and manage changes to the forecast to ensure that the pipeline of activity is always sufficient to meet the allocated target(s).
  6. Keep management informed of sales activities and segment performance by submitting timely and accurate activity, forecasting and results reports on a regular basis.
  7. Develop solid and long-term influential relationships with dealers and key decision makers at all levels in the assigned customer base.
  8. Develop or assist with the development and implementation of policies and procedures consistent with that of the department and/or organization to ensure efficient and effective operation of the team.
  9. Develop strategic business plan with assigned accounts to deliver profitability, volume and desire Market share


Qualifications & Experience


Min Bachelor degree in any field, commerce / business preferred


At least 5 - 8 years of diverse experience in all aspects of sales and sales management, including distribution channel management, key account development, business planning and analysis, and brand building.  Demonstrated success in managing high-level commercial relationships.


Key Qualities


  1. Clear understanding of the business to be able to focus on core issues and develop sales strategies.
  2. Knowledge and understanding of the industry, competitor movements, customers’ value chain and business practices to exploit all available business opportunities.
  3. Skill in examining and reengineering operations and procedures, formulating policy, and impacts, and/or projections.
  4. Excellent communicator who can handle difficult business situations well, and represent the sales organization both inside and outside the organization in a professional and ethical manner.
  5. Ability to demonstrate energy, sense of urgency, focus and follow through that deliver high quality results.

Job Segment: Account Manager, Outside Sales, Manager, Sales, Management

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