Key Accounts Manager

Key Account Manager (KAM) Chocolate Division

1. Account Management

• Manage relationships with key accounts , general trade, (e.g., Bakers, Chocolatiers , wholesalers, Suppliers and distributors).
• Negotiate annual contracts, pricing, trade terms, and promotional agreements with key accounts.
• Develop Joint Business Plans (JBP) with accounts to achieve mutual growth objectives.
• Monitor account performance and take corrective actions to meet sales and profitability targets.

2. Sales Planning & Execution

• Develop and implement sales strategies to achieve monthly, quarterly, and annual sales targets
• Forecast demand and ensure product availability to minimize stock-outs and overstocks.
• Track competitor activities and provide market intelligence to guide strategic decisions.

3. Financial & Performance Management

• Monitor account profitability, trade spending, and return on investment (ROI).
• Ensure timely collection of payments and adherence to credit terms.
• Prepare sales reports, performance analyses, and recommendations for management review.

4. Cross-Functional Collaboration

• Work closely with supply chain, marketing, and finance teams to ensure smooth business operations.
• Coordinate with SBU Head to align on pricing, promotions, and product assortment.

Qualifications

• Masters degree in Business Administration, Marketing, or related field

Experience:

• 1216 years of experience in Key Account Management or Sales within the Chocolate

  / Non Dairy Whip Toppings / Bakery & Food & Ingredient industry

  , preferably in chocolate or confectionery products.

• Proven experience managing large retail accounts or distributors.

Skills:

• Strong negotiation and relationship-building skills.
• Excellent analytical and presentation abilities.
• Proficient in sales forecasting, budgeting, and business analysis.
• Familiarity with trade marketing and merchandising principles.
• Proficiency in MS Excel, PowerPoint, and CRM/SFA tools.

KPIs (Key Performance Indicators)

• Net sales growth and volume achievement.
• Account profitability and trade spend efficiency.
• Market share growth in key accounts.
• Execution excellence (availability, visibility, promotions).
• Customer satisfaction and retention.