About the Company
We are representing a growing FMCG company with strong national distribution and a solid portfolio of brands across Modern Trade channels. The company continues to accelerate its expansion and is strengthening its commercial structure to drive sustainable and profitable growth.
Role Overview
The Group Key Account Manager will lead the Modern Trade commercial team and be fully accountable for revenue growth, profitability, and strategic account development across national key retailers.
This role combines commercial strategy, financial ownership, and people leadership, ensuring both top-line acceleration and bottom-line sustainability. The position will directly lead Key Account Managers and Key Account Executives to deliver strong execution and business results.
Key Responsibilities
Commercial Leadership
- Lead, coach, and develop the Key Account Manager and Key Account Executive team
- Set clear targets, KPIs, and performance objectives aligned with company goals
- Build a high-performance, results-driven commercial culture
- Provide guidance in negotiation strategy, account planning, and execution excellence
- Conduct regular business reviews and performance evaluations
Account & Business Management
- Oversee national Modern Trade accounts (Hypermarket, Supermarket, Minimarket, and/or Health & Beauty chains)
- Develop and drive annual Joint Business Plans (JBP) with key retailers
- Lead high-level negotiations on trading terms, contracts, and annual agreements
- Ensure achievement of revenue targets, distribution expansion, and category growth
- Monitor sell-in, sell-out, stock health, and demand forecasting accuracy
Financial & Profitability Ownership
- Own full account P&L and ensure sustainable profitability
- Drive gross margin improvement and trade investment optimization
- Evaluate promotional mechanics, rebates, and commercial schemes to ensure positive ROI
- Manage budgeting, accruals, and financial forecasting
- Balance volume growth with disciplined margin control
Strategic & Cross-Functional Collaboration
- Work closely with Marketing on activation strategy and new product launches
- Partner with Supply Chain to ensure inventory alignment and service level
- Collaborate with Finance on budget control and financial performance tracking
- Align field sales teams to ensure excellence in-store execution and compliance
Qualifications & Experience
- Bachelor's degree in Business, Marketing, Finance, or related field
- 710+ years of experience in Modern Trade Key Account Management within FMCG
- Proven experience leading commercial teams (KAM & KAE level)
- Strong financial acumen and P&L management capability
- Demonstrated track record in revenue growth and margin improvement
- Strong negotiation and stakeholder management skills
- Strategic mindset with strong analytical and leadership capability
- High ownership, resilience, and results orientation
Due to confidentiality considerations, detailed company information will be shared during the recruitment process.
