Hotpoint Appliances Ltd was established in 1984. Its first store was located in the Sarit Centre shopping mall in Nairobi. In late 1990s Hotpoint was awarded the Sole Distributorship Agency for LG Electronics. Later on, it went on to acquire agencies for other global brands including Ariston, Westpoint and Kenwood. The company quickly expanded its operati...

Job Purpose

The KAM is accountable for the full lifecycle of the account: negotiating and delivering the Joint Business Plan, driving sell-in and sell-out, managing assortment and distribution, controlling pricing input and promotional investment for measurable ROI, ensuring in-store execution, and protecting account profitability and cash collection.

Job Responsibility and Accountability

• Develop, negotiate, and execute Joint Business Plans (JBPs) with assigned modern trade accounts to deliver sustainable growth and strategic business objectives.
• Achieve revenue, volume, market share, margin, and profitability targets across assigned accounts.
• Build and maintain strong customer relationships, acting as the primary commercial contact for key retailers and trade partners.
• Drive category growth through effective assortment management, new product listings, distribution expansion, and shelf presence optimization.
• Monitor and manage sell-in and sell-out performance, inventory levels, stock availability, and demand forecasts to ensure optimal stock health.
• Develop and implement account-specific pricing, promotional, merchandising, and visibility strategies that maximize sales performance and return on investment.
• Ensure excellence in in-store execution, including product availability, visibility, merchandising standards, and promotional compliance.
• Manage trade investment budgets, rebates, promotional spend, and account profitability to deliver agreed financial returns.
• Monitor customer credit performance, collections, claims, and reconciliations in partnership with Finance.
• Analyze market trends, competitor activity, pricing, and customer performance data to identify growth opportunities and mitigate risks.
• Lead, coach, and align field sales teams to ensure effective execution of account plans and achievement of business objectives.
• Conduct regular business reviews with customers and internal stakeholders to track performance and drive continuous improvement.
• Any other duties assigned by the supervisor

Qualification, Experience and Key skills

• Bachelor's degree in business administration, Sales & Marketing, Commerce, Economics, or a related field.
• Minimum of 5-7 years experience in Sales, Key Account Management, or Commercial Management within the FMCG, Consumer Electronics, Telecommunications, or related industry.
• At least 3 years experience managing Modern Trade accounts with leading retail chains.
• Proven track record of delivering revenue growth, market share gains, and profitability targets.
• Experience in Joint Business Planning (JBP), trade marketing, category management, and customer negotiations.
• Strong understanding of trade investment management, promotions, merchandising, pricing, and inventory management.
• Experience leading and influencing cross-functional and field sales teams

• Develop, negotiate, and execute Joint Business Plans (JBPs) with assigned modern trade accounts to deliver sustainable growth and strategic business objectives.
• Achieve revenue, volume, market share, margin, and profitability targets across assigned accounts.
• Build and maintain strong customer relationships, acting as the primary commercial contact for key retailers and trade partners.
• Drive category growth through effective assortment management, new product listings, distribution expansion, and shelf presence optimization.
• Monitor and manage sell-in and sell-out performance, inventory levels, stock availability, and demand forecasts to ensure optimal stock health.
• Develop and implement account-specific pricing, promotional, merchandising, and visibility strategies that maximize sales performance and return on investment.
• Ensure excellence in in-store execution, including product availability, visibility, merchandising standards, and promotional compliance.
• Manage trade investment budgets, rebates, promotional spend, and account profitability to deliver agreed financial returns.
• Monitor customer credit performance, collections, claims, and reconciliations in partnership with Finance.
• Analyze market trends, competitor activity, pricing, and customer performance data to identify growth opportunities and mitigate risks.
• Lead, coach, and align field sales teams to ensure effective execution of account plans and achievement of business objectives.
• Conduct regular business reviews with customers and internal stakeholders to track performance and drive continuous improvement.
• Any other duties assigned by the supervisor

• Joint Business Planning (JBP)
• Trade marketing
• Category management
• Customer negotiations
• Trade investment management
• Promotions management
• Merchandising
• Pricing management
• Inventory management
• Leadership
• Coaching
• Influencing cross-functional teams
• Influencing field sales teams

• Bachelor's degree in business administration, Sales & Marketing, Commerce, Economics, or a related field.
• Minimum of 5-7 years experience in Sales, Key Account Management, or Commercial Management within the FMCG, Consumer Electronics, Telecommunications, or related industry.
• At least 3 years experience managing Modern Trade accounts with leading retail chains.
• Proven track record of delivering revenue growth, market share gains, and profitability targets.