Job Summary
The National Key Accounts Manager (NKAM) for Modern Trade is responsible for the strategic development and management of key retail accounts on a national scale. This role focuses on cultivating long-term partnerships, maximizing category growth, and ensuring seamless execution across modern trade channels. The NKAM will align account-specific strategies with broader corporate objectives to drive sustainable market share.
Key Responsibilities
Account Management & Growth
- Develop and maintain high-level relationships with National Modern Trade (NMT) partners to drive mutual business growth.
- Act as the primary point of contact, ensuring prompt resolution of issues and high levels of client satisfaction.
- Proactively identify and capitalize on white-space opportunities within existing and new accounts.
Strategic Planning
- Create and execute comprehensive Joint Business Plans (JBPs) to achieve aggressive sales targets and market share growth.
- Monitor and analyze market trends, shopper insights, and competitor moves to pivot strategies effectively.
- Ensure all account activities align with the company's long-term commercial goals.
Sales Performance & Analytics
- Own the P&L for assigned accounts, ensuring delivery of volume and value targets.
- Track and report on key performance indicators (KPIs), providing actionable data-driven insights to senior leadership.
- Collaborate with regional sales teams to ensure last-mile execution and on-shelf availability.
Cross-Functional Collaboration
- Partner with Marketing to design and execute high-impact trade marketing and promotional activities.
- Coordinate with Supply Chain and Logistics to optimize fill rates and minimize out-of-stock (OOS) instances.
- Liaise with Finance to manage commercial hygiene, including timely reconciliations and claims processing.
Negotiation & Contract Management
- Lead annual negotiations (TOT - Terms of Trade) to secure favorable margins, visibility, and placement.
- Manage contract renewals, pricing structures, and promotional calendars with commercial rigor.
Team Leadership & Mentoring
- Lead, mentor, and upskill a team of account managers to foster a high-performance culture.
- Conduct regular performance reviews and provide constructive feedback to drive continuous improvement.
Qualifications & Experience
- Education: MBA in Marketing, Sales, or a related field.
- Experience: 3–6 years of experience in Modern Trade Key Account Management, ideally within the FMCG or Retail sectors.
- Track Record: Proven ability to hit sales targets and manage large-scale commercial budgets.
Required Skills
- Strategic Thinking: Ability to see the big picture while maintaining an eye for operational detail.
- Negotiation: Exceptional ability to navigate complex commercial discussions and secure win-win outcomes.
- Analytical Prowess: Proficiency in data analysis and using MS Office (Excel/PowerPoint) to tell a compelling story.
- Leadership: Strong interpersonal skills with the ability to influence both internal stakeholders and external partners.
- Adaptability: A problem-solving mindset capable of thriving in a fast-paced, evolving retail landscape.
