Key Account Supervisor (Modern Trade)

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.