Key Account Sales Representative

The Key Account Sales Representative is responsible for driving profitable sales growth, strengthening customer partnerships and delivering best-in-class in-store execution across assigned supermarket and key retail accounts.

JOB SUMMARY                                         

• The Key Account Sales Representative is responsible for driving profitable sales growth, strengthening customer partnerships and delivering best-in-class in-store execution across assigned supermarket and key retail accounts. The role manages the full account cycle, including sales planning, order generation, distribution expansion, promotional execution, collections follow-up, market intelligence and service resolution. The incumbent also provides day-to-day direction and coordination for Merchandisers to ensure excellent product availability, visibility, pricing compliance and brand presentation within the trade.

PRINCIPAL DUTIES

Under the direction of the Divisional Manager, the incumbent is responsible for the following:

• Manage assigned key accounts within the supermarket and organised retail trade to achieve monthly, quarterly and annual sales, margin and distribution targets.
• Develop and maintain strong commercial relationships with buyers, store management and other key customer contacts, acting as the primary point of contact for assigned accounts.
• Prepare and execute account plans, route plans and sales priorities to increase volume, improve product mix and expand distribution across existing and new outlets.
• Identify new business opportunities, secure new listings and support the introduction of new products, pack sizes and promotional initiatives within customer accounts.
• Lead, guide and monitor Merchandisers assigned to the trade to ensure timely store visits, planogram compliance, accurate shelf pricing, strong on-shelf availability, acceptable stock rotation and high standards of display execution.
• Conduct regular market visits to review execution standards, monitor competitor activity, assess pricing, promotions, market trends and customer requirements, and provide clear feedback to management.
• Work closely with Warehouse, Logistics and Customer Service teams to support order fulfilment, delivery accuracy and the timely resolution of service issues affecting customer satisfaction.
• Monitor stock levels within assigned accounts and take prompt action to reduce out-of-stocks, overstocks, expired stock and other risks to sales or brand reputation.
• Coordinate and support trade promotions, secondary displays, in-store activations and other brand-building initiatives to improve visibility, rate of sale and return on trade investment.
• Prepare accurate sales reports, call reports, account updates, forecasts and other required documentation within the stipulated timelines.
• Follow up on collections, claims, damages, returns, credits and other account administration matters in accordance with company policy and approved procedures.
• Ensure all activities are conducted in compliance with company policies, route discipline, trade terms, pricing guidelines and applicable health and safety standards.
• Perform any other duties consistent with the level and purpose of the role as may reasonably be assigned by management. 

QUALIFICATIONS & EXPERIENCE

• Five CXC or equivalent passes, including English Language and Mathematics. A diploma or certificate in Sales, Business Administration, Marketing or a related field would be an asset.
• A minimum of three years’ experience in FMCG sales, preferably within the supermarket, modern trade or key accounts environment, including exposure to leading or coordinating Merchandisers.

KNOWLEDGE & SKILLS

• Strong commercial acumen with the ability to grow sales, manage margins and identify profitable opportunities within customer accounts.
• Sound knowledge of FMCG sales operations, supermarket trade dynamics, merchandising standards and in-store execution requirements.
• Excellent negotiation, presentation, relationship management and customer service skills.
• Ability to supervise, coordinate and hold Merchandisers accountable for execution standards and daily priorities.
• Strong analytical and problem-solving skills, with the ability to interpret sales trends, identify gaps and recommend corrective action.
• Good written and verbal communication skills, with the ability to prepare clear reports and communicate effectively with internal and external stakeholders.
• Proficiency in Microsoft Office and the ability to use sales systems, handheld devices or reporting tools effectively.
• Strong planning, organisation and time management skills, with the ability to manage multiple accounts and priorities in a fast-paced environment.
• A valid driver’s permit, a reliable motor vehicle and a sound knowledge of the national road network.