Key Account Manager (FMCG - Modern Trade)

Job Summary:

The ideal candidate is skilled in account management, cross-functional coordination, sales analytics, and field execution.

Key Responsibilities:

• Serve as the primary point of contact for assigned key account stakeholders.
• Build and maintain long-term, strategic client relationships.
• Handle client concerns promptly and ensure excellent customer service and satisfaction.
• Manage and regularly update a comprehensive account database to support strategic planning.
• Ensure proper documentation, compliance, and account liquidation in line with company policies.

• Achieve assigned sales targets (e.g., 100% vs. plan, 16% growth vs. YAGO).
• Handle the order-to-collection process, including purchase order analysis and timely payment collection.
• Manage inventory and reduce Bad Orders (BO) within the acceptable 2% cap.
• Ensure availability and distribution of MCL or CORE SKUs across stores by matrix.
• Collaborate with National Sales Manager, Brand and Merchandising Managers to plan and execute promotional and merchandising programs.
• Ensure correct implementation of merchandising standards, including POS placement and price markings on regular shelves and in transaction zones.
• Conduct regular store visits to evaluate business performance, campaign execution, and competitor activities.
• Oversee account-specific activations, field operations, and trade spend liquidation.

• Coordinate with Sales Supervisors, RSAs, Promodizers, Regional Managers, and Sub-Distributors to ensure smooth nationwide or regional program rollouts.
• Align execution with internal departments such as Supply Chain, Marketing, Finance (C&C), and Merchandising to resolve operational concerns and meet client expectations.
• Prepare and submit monthly, quarterly, and annual sales forecasts, performance reports, and business updates.
• Ensure full trade spend liquidation (e.g., PCSA) is submitted quarterly with complete documentation.
• Maintain CRR compliance: zero incomplete reports and a maximum of 2.5% CRR aging over 90 days.

Qualifications:

• Bachelor’s/College Degree in Business, Marketing, or a related field.
• At least 2 years of experience in Key Account or Sales Management, preferably in the FMCG industry.
• Experience managing Key/Major, Local, and Secondary Accounts (Greater Manila Area preferred).
• Good written and verbal communication skills, necessary for negotiation and presentation;
• Strong skills in negotiation, persuasive selling, and relationship building.
• Highly proficient in Microsoft Office tools (Excel – advanced, PowerPoint, Word, Outlook).
• Familiarity with Power BI is a plus.
• Strong analytical, organizational, and problem-solving skills.
• Must be able to drive and hold a valid driver’s license.
• Team player, adaptable, and willing to travel and work on-field.
• Strong grasp of sales fundamentals, especially in the context of FMCG trade and distribution.