Key Account Sales Executive FMCG
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About the Role
Job Purpose To manage and grow key retail and distributor accounts by driving sales volume, improving market execution, and building long-term strategic partnerships that support company revenue and brand objectives.
Key Skills for This Role
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Job Purpose
To manage and grow key retail and distributor accounts by driving sales volume, improving market execution, and building long-term strategic partnerships that support company revenue and brand objectives.
Account Management
- Manage assigned **key accounts** (modern trade, hypermarkets, supermarkets, strategic distributors).
- Develop strong relationships with buyers, category managers, and store operations teams.
- Negotiate **commercial agreements**, listings, pricing, and promotions.
Sales & Revenue Growth
- Achieve monthly, quarterly, and annual **sales targets** (volume, value, distribution).
- Monitor sales performance and take corrective actions to close gaps.
- Identify opportunities for **range expansion, new listings, and shelf optimization**.
Trade Marketing & Execution
- Plan and execute **promotions, activations, and in-store visibility** in coordination with marketing.
- Ensure excellent **merchandising standards** (shelf share, planograms, POS materials).
- Track promotion effectiveness and ROI.
Forecasting & Planning
- Prepare accurate **sales forecasts** and demand plans for key accounts.
- Coordinate with supply chain to ensure optimal stock availability and minimize OOS.
Market & Competitor Analysis
- Monitor competitor activities (pricing, promotions, new launches).
- Provide market insights and customer feedback to management.
Reporting & Administration
- Prepare regular sales reports, account reviews, and performance analysis.
- Ensure compliance with company policies, credit limits, and payment terms.
Key Performance Indicators (KPIs)
- Sales volume & value achievement
- Distribution and numeric coverage
- Promotional execution & ROI
- Shelf share and visibility
- Account profitability
- On-time collections (if applicable)
Experience
- 3–7 years of **FMCG sales experience** (modern trade or key accounts preferred)
- Strong understanding of **retail dynamics, trade terms, and promotions**
Skills
- Excellent negotiation and communication skills
- Strong analytical and planning ability
- Results-driven with a commercial mindset
- Ability to work cross-functionally (marketing, supply chain, finance)
- Proficiency in MS Excel, PowerPoint, and sales reporting tools
Experience
- FMCG sales: 3 years (Required)
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