Position Summary
The Modern Trade Account Manager is responsible for managing relationships and driving sales performance in modern trade channels such as hypermarkets, chains, and key retail accounts. The role involves achieving sales targets, executing trade marketing plans, ensuring optimal visibility, managing negotiations, and overseeing account operations to support business growth.Role and Responsibilities
A. Sales & Revenue Management
Achieve monthly, quarterly, and annual sales targets for assigned key accounts.
Monitor sales performance and develop strategies to increase volume, value, and share.
Manage pricing, promotions, and product listings to maximize revenue.
B. Key Account Management
Develop strong relationships with buyers, category managers, and store operation teams.
Lead annual business reviews, Joint Business Plans (JBP), and periodic performance presentations.
Negotiate trading terms, agreements, and promotional investments.
C. Trade Marketing & Merchandising
Execute visibility and promotional plans in-store in collaboration with Trade Marketing.
Ensure planogram compliance, SKU availability, and correct product placement.
Conduct regular store audits to monitor merchandising quality and competitor activity.
D. Operational Efficiency
Manage order planning, stock replenishment, and supply chain coordination to prevent OOS (out-of-stock).
Resolve operational issues such as delivery discrepancies, payment delays, and returns.
Track and ensure timely processing of claims, rebates, and promotional spend.
E. Market & Competitor Analysis
Analyze consumer trends, category performance, and competitor activities in modern trade.
Recommend pricing strategies and assortment optimization based on insights.
F. Reporting & Documentation
Prepare weekly/monthly sales reports and forecasts.
Maintain documentation for contracts, agreements, and key account files.
Skills and Qualifications
1. Education
Bachelor’s degree in Business Administration, Marketing, Sales, or related field.
2. Experience
10-12 years of experience in Key Account Management / Modern Trade sales.
Experience in FMCG, retail, consumer electronics, or similar industries.
Proven track record managing national or regional modern trade accounts.
3. Skills & Competencies
A. Technical Skills
Strong understanding of the modern trade environment and category dynamics.
Proficiency in MS Excel, PowerPoint, and CRM systems.
Knowledge of planograms, sell-out data, and category management principles.
B. Analytical Skills
Ability to analyze data (sell-in, sell-out, stock levels).
Strong financial understanding (margins, discounts, trading terms).
C. Soft Skills
Excellent negotiation and communication skills.
Strong relationship-building capability.
High level of ownership, resilience, and problem-solving skills.
Effective time management and multitasking abilities.
4. Behavioral Competencies
Results-driven and target-oriented.
Customer-centric mindset.
Team player with cross-functional collaboration ability.
Adaptable to fast-paced retail market changes.
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