Overview
The
Group Key Account Manager Modern Trade Independent (MTI) & Hyper/Super is responsible for leading the overall commercial strategy, performance, and key customer partnerships across MTI and Hyper/Super channels. This role drives sustainable and profitable growth by shaping joint business plans, leading complex negotiations, and ensuring excellence in execution across the customer portfolio.
As a senior commercial leader, this position plays a critical role in aligning key account strategies with broader business objectives, optimizing trade investments, and strengthening long-term partnerships with strategic modern trade customers.
Responsibilities
What you will be responsible for:
- Own and lead the overall key account strategy for Modern Trade Independent and Hyper/Super channels, ensuring alignment with company growth priorities and category strategies.
- Develop, negotiate, and execute joint business plans (JBP) with strategic customers to deliver sales growth, profitability, and market share objectives.
- Lead commercial negotiations on annual agreements, pricing architecture, trading terms, and promotional frameworks to maximize long-term value for both parties.
- Drive performance management by closely monitoring sell-in, sell-out, distribution, and profitability; identify risks and opportunities and lead corrective actions.
- Oversee trade investment and ROI, ensuring effective allocation of trade spend, strong governance, and continuous optimization of promotional effectiveness.
- Partner cross-functionally with Trade Marketing, Supply Chain, Finance, and Marketing to ensure seamless execution, strong service levels, and in-store excellence.
- Champion execution excellence in-store, ensuring availability, visibility, planogram compliance, and high-impact activations across all key accounts.
- Provide strategic insights and recommendations to senior management based on customer performance, shopper behavior, and market dynamics.
- Coach and guide Key Account Managers, supporting capability building, performance improvement, and consistent best-practice execution across the team.
Qualifications
What you will need to have:
- Bachelor's degree in Business, Marketing, or a related field; MBA is an advantage.
- Minimum 710 years of experience in Key Account Management, Modern Trade Sales, or Commercial roles within FMCG or Consumer Goods.
- Strong expertise in Hypermarket, Supermarket, and MTI channels, with a proven track record of managing strategic accounts and complex negotiations.
- Advanced commercial and financial acumen, including experience managing trade budgets, pricing, and profitability.
- Excellent leadership, negotiation, and stakeholder management skills, with the ability to influence at senior customer and internal levels.
- Highly analytical, strategic, and results-driven mindset.
- Fluent in English (spoken and written).
