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Key Account Manager
Not Disclosed
- San Juan/Barataria
- Not disclosed
- Permanent full-time
- Updated 25/03/2026
- Human Resources
The role provides a single point of commercial accountability for agreed accounts, ensuring alignment of commercial strategy, execution standards, financial objectives, and service delivery across all business units.
KEY RESPONSIBILITIES
1. Strategic Account Ownership
• Develop and implement comprehensive account plans for assigned Strategic Customers across all four companies.
• Align internal stakeholders to deliver a unified commercial approach.
• Identify growth opportunities across product portfolios and business units.
2. Revenue & Profitability Management
• Deliver agreed revenue, volume, and margin targets.
• Lead annual negotiations including pricing, trade terms, and commercial agreements.
• Conduct regular pricing and profitability analysis.
• Monitor and manage promotional spend and ROI.
3. Executive Relationship Management
• Build and maintain strong relationships with key decision-makers at senior and executive levels.
• Position the Group as a long-term strategic partner.
• Lead Joint Business Planning (JBP) sessions with key customers.
4. Forecasting & Business Planning
• Drive accurate forecasting of sales.
• Coordinate demand planning across companies to improve service levels.
• Present monthly performance reviews and forward-looking projections.
5. Cross-Company Coordination
• Act as the central point of contact for strategic customers.
• Align marketing, sales, supply chain, and finance across all companies.
• Ensure brand and trade marketing activities are executed on time and in full.
6. Market & Customer Insights
• Analyse market trends, competitive landscape, and customer performance data.
• Identify risks and opportunities.
• Provide strategic recommendations to leadership.
7. Trade & Distribution Excellence
• Support execution of merchandising and communication plans.
• Ensure optimal product listing, shelf presence, and distribution coverage.
• Strengthen collaboration with distributors where applicable.
8. Reporting & Governance
• Prepare and present monthly and quarterly performance reports.
• Track KPIs including volume, share, margin, and promotional effectiveness.
• Ensure compliance with company policies and contractual agreements.
Experience Required (Essential)
• 5+ years’ experience in Key Account Management, Commercial Sales, or Trade Marketing
• Proven experience managing large retail or strategic accounts
• Strong track record of delivering revenue and margin growth
• Experience in multi-brand or multi-business portfolio environments
• Experience in FMCG or related industry preferred
• Experience leading Joint Business Planning processes
• Have you led commercial negotiations involving pricing and trade terms.
• Have you managed account P&L performance and delivered revenue growth targets.
Education
• Bachelor’s Degree in Business Administration, Marketing, Sales, or related field
• MBA or professional commercial qualification advantageous
• Experience managing accounts across multiple companies or business units
• Caribbean market exposure
Skills & Competencies
Commercial & Technical
• Strong negotiation and influencing skills
• Financial and P&L understanding
• Advanced analytical and numerical capability
• Forecasting and demand planning knowledge
• Budget management experience
Leadership & Interpersonal
• Excellent communication and presentation skills
• Ability to influence without direct authority
• Strong cross-functional collaboration
• Strategic thinking and planning capability
• High level of accountability and ownership
• Proficient in Excel, PowerPoint, and reporting tools
• Experience with market data tools (e.g., Nielsen or equivalent)
• CRM and ERP familiarity advantageous
Ref: Key Account Manager - Group
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