Background

We are seeking a commercially driven Key Account Manager – Modern Trade to manage and grow strategic retail accounts, strengthen customer relationships and deliver sales and profitability targets.

Purpose of the Role

To manage and grow strategic relationships with modern trade retailers through effective account management, commercial planning, sales execution and achievement of sales and profitability targets.

Key Responsibilities

• Manage assigned modern trade accounts and strengthen strategic customer relationships.
• Negotiate and manage annual trade agreements, pricing and promotional plans.
• Drive sales volume, value and profitability targets across key accounts.
• Analyse sales performance and implement corrective actions to achieve targets.
• Coordinate trade marketing activities, in-store visibility, planogram compliance and promotional execution.
• Forecast sales demand, monitor stock availability and minimise out-of-stock situations.
• Resolve customer issues promptly and ensure high standards of customer service.
• Monitor key performance indicators, promotional ROI and market intelligence, providing accurate and timely reports.

Minimum Qualifications and Experience

• Bachelor's degree in Business Administration, Sales, Marketing or a related field.
• 4–7 years of experience in FMCG sales, including at least 2–3 years in modern trade key account management.
• Demonstrated experience managing large retail chains in Kenya.
• Proficiency in MS Excel, ERP systems and sales analytics.

Key Skills and Competencies

• Strong negotiation and relationship management skills.
• Commercial acumen and sales performance management.
• Analytical, numerical and problem-solving skills.
• Sales forecasting and demand planning.
• Strong communication, presentation and reporting skills.
• Customer focus, initiative and decision-making.
• Attention to detail, accountability and professional integrity.
• Ability to work independently and collaboratively in a fast-paced environment.

• Manage assigned modern trade accounts and strengthen strategic customer relationships.
• Negotiate and manage annual trade agreements, pricing and promotional plans.
• Drive sales volume, value and profitability targets across key accounts.
• Analyse sales performance and implement corrective actions to achieve targets.
• Coordinate trade marketing activities, in-store visibility, planogram compliance and promotional execution.
• Forecast sales demand, monitor stock availability and minimise out-of-stock situations.
• Resolve customer issues promptly and ensure high standards of customer service.
• Monitor key performance indicators, promotional ROI and market intelligence, providing accurate and timely reports.

• Strong negotiation and relationship management skills.
• Commercial acumen and sales performance management.
• Analytical, numerical and problem-solving skills.
• Sales forecasting and demand planning.
• Strong communication, presentation and reporting skills.
• Customer focus, initiative and decision-making.
• Attention to detail, accountability and professional integrity.
• Ability to work independently and collaboratively in a fast-paced environment.

• Bachelor's degree in Business Administration, Sales, Marketing or a related field.
• 4–7 years of experience in FMCG sales, including at least 2–3 years in modern trade key account management.
• Demonstrated experience managing large retail chains in Kenya.
• Proficiency in MS Excel, ERP systems and sales analytics.