Our client, a prominent brand in the FMCG / Manufacturing space, is seeking to appoint an experienced Head of Key Accounts to their dynamic team.

Job Purpose:

To lead and manage the Key Accounts function for both retail and wholesale channels, ensuring strategic alignment, profitable growth, and strong relationships with retail major customers.  This senior role is responsible for driving volume, revenue, and margin through effective negotiation, joint business planning, and execution of customer-specific strategies in line with the overall commercial objectives of the company.

Requirements:

• Bachelor's degree in Business, Marketing, or related field (MBA preferred).
• 8–12 years of experience in sales/key account management within FMCG, preferably in dairy, beverage or food industry.
• Proven track record in managing major retail and wholesale accounts at a national level.
• Strong negotiation, influencing, and stakeholder management skills.
• Experience leading teams and driving cross-functional initiatives.

Responsibilities, but not limited to:

1. Strategic Account Management:

• Develop and implement the key account strategy across retail and wholesale channels.
• Build long-term strategic partnerships with key customers including national supermarkets, regional chains, and major wholesalers.
• Lead annual Joint Business Planning (JBP) processes with key accounts.

2. Team Leadership:

• Manage and develop a high-performing team of key account managers and support staff.
• Set clear KPIs, monitor performance, and provide regular coaching and feedback.

3. Sales and Revenue Growth:

• Drive sustainable revenue and volume growth through effective promotional planning, pricing strategies, and customer engagement.
• Identify new business opportunities and oversee the development of tailored commercial proposals.

4. Customer Relationship Management:

• Serve as the primary point of contact for senior stakeholders at key retail and wholesale partners.
• Resolve escalated issues promptly and effectively, ensuring excellent customer satisfaction.

5. Cross-Functional Collaboration:

• Work closely with marketing, supply chain, finance, and production teams to ensure the successful execution of customer plans.
• Align demand forecasts and manage supply planning in coordination with key account demand.

6. Market and Competitor Intelligence:

• Monitor market trends, customer behaviour, and competitor activities to inform strategy and decision-making.
• Provide regular reports and insights to senior management on account performance and market dynamics.

Please note that only shortlisted candidates will be contacted. Should you not receive a response within two weeks of applying, please consider your application unsuccessful.