Key Account Supervisor / Key Account Manager

Key Responsibilities:

1. Key Account Management & Business Planning

• Develop and execute annual account plans for key customers, including sales performance by store, product distribution, product assortment, and new product listings.

• Prepare and lead Quarterly Business Reviews (QBRs) with key accounts by reviewing business plans, year-to-date performance, campaign effectiveness, business opportunities, and key challenges.

• Build and maintain strong, long-term relationships with key customers and principals, serving as a trusted business partner.

• Analyze market trends, customer insights, and competitor activities to identify new business opportunities and recommend growth strategies.

2. Sales Performance & Commercial Management

• Drive sales performance to achieve assigned sales targets and business objectives.

• Develop and implement pricing and Gross-to-Net (GTN) strategies to optimize sales, profitability, and overall business performance across key accounts.

• Analyze sales performance, promotional effectiveness, trade investments, and return on investment (ROI) to optimize trade spending and maximize business results.

• Conduct Category Health Checks and recommend initiatives to improve category performance, product assortment, distribution, and sales growth.

3. Customer & Store Execution

• Monitor sales performance, product distribution, merchandising standards, in-store display execution, and Days Sales Outstanding (DSO) to ensure compliance with company standards.

• Conduct regular customer and store visits to monitor execution, identify business opportunities, and resolve operational issues.

• Ensure timely payment collection and follow up on outstanding receivables.

• Coordinate and monitor promotional activities to ensure effective execution at the store level.

4. Business Analysis & Reporting

• Analyze sales data, market trends, competitor activities, and customer insights to support strategic business decisions.

• Prepare, review, and present business reports, including:

• Quarterly Business Reviews (QBRs)

• Campaign Evaluation Reports

• Daily Sales Reports

• Provide timely, accurate business insights, forecasts, and recommendations to support management decision-making.

5. Leadership & Cross-functional Collaboration

• Coach, support, and develop the Sales and Merchandising teams through regular field visits.

• Collaborate closely with cross-functional teams to resolve business and operational issues and ensure effective execution of business plans.

• Share market intelligence, customer insights, and business opportunities with internal stakeholders and principals to support sustainable business growth.

Qualifications:

• Experience: Minimum 4–6 years of experience in Sales or Key Account Management within the FMCG, Beauty, or Skin Care industry.

• Channel Expertise: Proven experience in managing Beauty multi-brand stores and/or Modern Trade channels.

• Commercial & Negotiation Skills: Proven track record in successful commercial negotiations, including trade terms, promotional planning, and budget management.

• Analytical Skills: Proficient in analyzing sales performance, account-level P&L, and commercial data to identify opportunities and drive business growth.

• Technical Skills: Strong proficiency in Microsoft Excel, including VLOOKUP, Pivot Table, and sales data analysis and calculation.

• Personal Attributes: Open-minded, flexible, and a collaborative team player with strong communication and problem-solving skills.