Key Account Executive

Objective of the Role

To drive primary and secondary sales growth in the Modern Retail segment by strengthening relationships with key Modern Trade accounts, increasing market share, achieving or exceeding assigned sales targets, resolving market-related issues, and enhancing overall brand presence through strategic account management and data-driven execution.

Key Responsibilities

• Serve as the primary point of contact for assigned Modern Retail chains including supermarkets, hypermarkets, and regional/national key accounts
• Manage, nurture, and grow long-term partnerships with key customers to ensure client retention and sustained business growth
• Drive primary and secondary sales across assigned Modern Trade accounts to achieve revenue, volume, and market share targets
• Identify opportunities for upselling, cross-selling, range expansion, and new product launches across Modern Retail chains
• Develop and execute customized account plans and growth strategies aligned with business objectives
• Coordinate with buyers, category managers, and store operations teams for commercial negotiations and joint business planning
• Negotiate commercial terms, close agreements, and manage contracts in line with company guidelines
• Ensure on-shelf availability, visibility, and planogram compliance across all assigned stores
• Drive promotions, trade schemes, and in-store visibility initiatives in coordination with marketing and supply chain teams
• Monitor and control fill rates, stock levels, inventory movement, and secondary offtake at DCs and stores
• Track, analyse, and report sales performance, ROI, customer data, and market trends to management
• Share regular updates on competitor pricing, promotions, schemes, and new launches
• Act as a customer advocate by resolving Modern Retail issues related to supply chain, pricing, billing, merchandising, or service levels
• Manage receivables, credit control, and ensure timely collections for Modern Trade accounts
• Support business expansion by onboarding new Modern Retail chains or formats across the West region

Competencies / Skills

Technical:

• Proven experience in handling Modern Retail / Modern Trade key accounts
• Strong understanding of Modern Trade operations, promotions, trade spends, and commercial structures
• Excellent account management, negotiation, and contract management skills
• Strong analytical capability with the ability to track performance metrics, ROI, and market data
• Proficiency in MS Excel and PowerPoint for reporting and presentations
• Strong written and verbal communication and presentation skills

Behavioural:

• Strong persuasion, selling, and interpersonal skills
• Results-driven, proactive, and customer-focused mindset
• Adaptable, flexible, and self-driven with high ownership
• Target-oriented with strong execution focus
• Ability to handle pressure, multiple stakeholders, and tight timelines
• Strong attention to detail and ability to work independently with minimal supervision
• Good business acumen with a strategic sales orientation

Qualification

Bachelors degree in Business, Marketing, or a related field

Experience

Minimum 35+ years of relevant experience in B2B sales, channel sales, or key account management