Key Account Manager

Job Summary

The Key Account Manager (KAM) is responsible for managing and growing assigned Modern Trade key accounts by developing account strategies, negotiating trading terms, executing promotional programs, and ensuring operational excellence across sales planning, forecasting, and activation. This role contributes to organizational sales growth and profitability by maximizing account performance, strengthening customer partnerships, and ensuring alignment between commercial plans and cross-functional execution.

Job Description

Key Account Strategy, Sales Planning & Forecasting

1. Analyze historical sales data and performance trends by product, channel, and account using internal systems and analytical tools to establish reliable sales baselines and support accurate forecasting.
2. Develop and align sales forecasts and account plans by integrating historical performance, promotional activities, and shopper trends to support S&OP cycles and demand planning accuracy.
3. Define the strategic role of each key account by mapping contribution to volume, margin, and brand growth in order to prioritize resources and initiatives effectively.
4. Coordinate with marketing, trade marketing, supply chain, and finance to align annual account strategies, promotional calendars, and capacity constraints to ensure executable and profitable plans

Commercial Negotiation & Trading Terms Management

1. Negotiate trading terms, pricing, and listing agreements by reviewing historical performance, developing commercial proposals, and discussing with the assigned key accounts to secure mutually beneficial agreements.
2. Support the preparation and documentation of promotional discount structures and trade terms by collecting account requests, validating completeness against standard commercial guidelines, and translating inputs into structured templates for review and approval by Group KAM.
3. Archive and maintain trading term documentation by ensuring all agreements are properly recorded and accessible to support governance, audit, and performance tracking.

Promotion Planning, Execution & In-Store Activation

1. Plan and execute account-specific promotional programs by coordinating promo mechanics, timelines, and execution briefs for in-store and MT e-commerce platforms (e.g., KlikIndomaret, Alfagift, MTI TikTokShop, etc.) with Trade Marketing, MTO, and field teams to ensure flawless activation.
2. Monitor promotion execution and resolve operational issues by tracking setup compliance, delivery readiness, and last-minute changes to protect sales during critical promo windows.
3. Track and evaluate promotional effectiveness by comparing sell-in, sell-out, uplift, and spend against targets to inform future optimization and investment decisions.

Order Management, Sales Operations & Master Data

1. Manage daily and promotional order lifecycles by reviewing key account orders, monitoring delivery schedules, and coordinating issue resolution to ensure service level reliability.
2. Ensure key account master data, pricing, and promotion accuracy in trade systems (e.g., CCMS) through validation checks and coordination with relevant stakeholders to prevent execution errors.

Performance Monitoring, Profitability & Continuous Improvement

1. Evaluate key account sales performance and profitability by analyzing gross/net sales, ROI, and residual risks to identify growth opportunities and early warning indicators.
2. Manage and resolve account disputes and claims by validating documentation, reconciling discrepancies, and collaborating with Finance and internal teams to protect revenue and customer trust.
3. Provide support on reporting, compliance, and coordination activities including business reviews, activation reporting, system updates, and cross-functional communication to ensure transparency, governance, and continuous improvement.