Key Account Manager

JOB TITLE

Key Account Manager – Modern Trade (CVS & SMRKT)

LOCATION

Philippines (National Role)

REPORTS TO

National Key Account Manager

ROLE PURPOSE

The Key Account Manager (KAM) is responsible for driving sustainable topline and profitable growth across Modern Trade channels — Convenience Stores (CVS) and Supermarkets (SMRKT). This role leads a team of Key Account Managers and owns national joint business planning, commercial negotiations, execution excellence, credit governance, and capability development across all assigned national key accounts.

The KAM serves as the strategic interface between the company and key retail customers, ensuring strong in-store execution, disciplined commercial management.

1. National Account Leadership & Growth Strategy

• Own and lead Joint Business Plans (JBP) with assigned national key accounts across CVS and SMRKT.
• Develop and execute annual and quarterly commercial strategies to deliver sell-in, sell-out, distribution, and profitability targets.
• Identify and scale national programs, NPD listings, and channel-specific growth platforms.
• Act as the primary escalation point for strategic, commercial, and operational issues with key customers.
• Owns the accreditation process of Sappe PH to Modern trade Key Accounts.

1. Team Leadership & Capability Building

• Lead, coach, and develop a team of Key Account Managers (KAMs).
• Set clear performance objectives, KPIs, and development plans aligned with commercial priorities.
• Build a high-performance culture focused on execution excellence, financial discipline, and customer business development.

1. Commercial Excellence & Negotiation

• Lead national negotiations on trading terms, promotions, visibility programs, and annual agreements.
• Ensure strong ROI governance on trade marketing and customer investment (CTS).

1. CTS, Credit & Collection Governance

• Own Customer Trade Spend (CTS) management including budgeting, tracking, validation, and post-activity ROI review.
• Ensure strong credit, collection, and exposure management across all national accounts.
• Enforce compliance to company credit policies and commercial governance standards.

1. Execution & In-Store Excellence

• Drive on-shelf availability (OSA), MSL compliance, shelf share, and display execution across all modern trade formats.
• Lead national rollouts of POSM, promotions, and NPD launches.
• Conduct regular business reviews with key accounts and distributor partners to track performance vs. KPIs.

• Sell-In & Sell-Out Growth (CVS & SMRKT)
• On-Shelf Availability (OSA) & MSL Compliance
• CTS ROI & Trade Spend Effectiveness
• Credit Exposure & Collection Efficiency
• Execution Quality (Displays, Shelf Share, Promo Compliance)

QUALIFICATIONS & EXPERIENCE

• 5–10 years of experience in Modern Trade / FMCG Sales, with strong exposure to CVS and Supermarket channels.
• Proven track record managing 2 or more national key accounts (e.g., major CVS chains, national supermarket groups).
• Experience leading and developing a team of Key Account Managers or equivalent sales leaders.
• Strong background in CTS / Trade Marketing Investment Management, commercial negotiations, and program execution.
• Hands-on experience in credit and collection management, working closely with Finance.
• Handling National CVS chains is advantage.

• Bachelor’s degree in Business, Marketing, Management, or related field.
• MBA or commercial leadership training is an advantage.

• Strategic Account Management & JBP Leadership
• National Negotiation & Commercial Acumen
• Financial & CTS Governance
• Credit & Risk Management
• Team Leadership & Coaching
• Execution Excellence & In-Store Discipline
• Cross-Functional Collaboration
• Strong Analytical & Forecasting Skills