Key Account Manager- Off-Premise

See job description below

Role Overview:

The Key Account Manager (KAM) is responsible for driving sales growth, trade execution, and customer relationship management across all modern trade and national/regional chain accounts within the Off-Premise division. While the KAM does not directly manage field sales representatives, they maintain a dotted-line leadership role, providing guidance, oversight, and strategic direction to reps assigned to key account locations.

This role ensures seamless communication between head office buyers and field execution teams and serves as a critical link between commercial planning and trade performance.

 Key Responsibilities:

Customer & Account Management

• Develop and maintain strong relationships with buyers, category managers, and purchasing leads across key modern trade accounts (e.g., PriceSmart, Hi-Lo, MegaMart, Fontana, etc.).
• Lead annual negotiations and joint business planning sessions with top accounts.
• Secure new listings, shelf space, and brand activations in line with category and growth strategies.

 Sales & Trade Execution

• Develop tailored sales strategies and trade programs for each key account.
• Set promotional calendars and monitor execution in collaboration with the trade development and marketing teams.
• Ensure pricing compliance, planogram integrity, and promotional visibility across customer groups.

 Field Oversight (Dotted-Line Leadership)

• Provide leadership and direction to field reps servicing key account locations, ensuring consistent in-store execution.
• Align reps on account priorities, KPIs, and promotional timelines.
• Collaborate with the National Retail Sales Manager to monitor rep performance and support trade coverage plans.

 Performance Analysis & Reporting

• Analyze sales, share, and promotional ROI data to inform decision-making and course-correct underperformance.
• Generate monthly reports on key account performance, promo compliance, and opportunities.
• Leverage scan data (where available) to drive assortment and pricing improvements.

Knowledge, Skills & Abilities:

• Exceptional oral and written communications skills.
• Creative and innovative thinking along with well-developed negotiating skills.
• Strong management skills and supervisory techniques.
• Excellent interpersonal skills and ability to work well with all levels of staff.
• Ability to work flexible hours as the needs of the service dictate, including out of normal hours as required. 
• Must own and operate a reliable motor vehicle.

Education & Experience:

• Bachelor’s degree in Business, Marketing, or a related field.
• 3–5 years of experience in key account management, trade marketing, or FMCG field sales.
• Strong negotiation and relationship management skills.
• Proficient in Excel, PowerPoint, and commercial reporting tools.
• Ability to work cross-functionally and influence without direct authority.