Key Account Manager Job in Kenya

Job Vacancy: Key Account Manager

Job Purpose: The Key Accounts Manager is responsible to develop and maximize distribution, net revenue and gross profit of national key account retailers (Tier 1), regional accounts (Tier 2) and small supermarkets (Tier 3) by increasing market share and efficient customer service.

Duties and Responsibilities

  • Work closely with Head of Sales & Distribution to assess customer opportunities across country and agree volume, value and GP targets for key accounts & regional customers;
  • Ensure timely input to the commercial planning process;
  • Contribute in developing modern trade strategy, customer specific key account plans in line with company growth levers;
  • Selling, operation, execution (market share, volume plan, JBP & fulfill the annual volume, net revenue & GP plan according to the goals and plans laid out by the company.
  • Achieve competitive advantage vs. key competitors in each category;
  • Nation-wide promotions, arrangement of local events and working out local promotions;
  • Listing of New products with specific customer targets i.e. NPD, Shelf share in primary/secondary placement, visibility standards to drive image/awareness of new products.
  • Guarantee and improve product distribution and availability at key accounts & regional accounts.
  • Effective deployment and tracking of all in-store investments i.e. POSM, Display units/Racks, Gondola; Price and market surveys (competitor observation)
  • Maintain a physical presence in the field to reinforce the account strategy and ensure executional excellence;
  • Ensure that any complaints are followed up internally, maintain, check and update customer data & ensure all key decision makers within the account are wired;
  • Ensure cash collection is prioritized to ensure customer credit limits are adhered to;
  • Communicating strategy and targets to the Key Account Executives/Officers, Sales & Merchandizing team to establish clarity of purpose, objectives and PICOs (Picture of Success).
  • Providing leadership and motivation to raise standards and capability of the team; Actively planning for succession within sales teams in line with systems used in the business, actively identifying and encouraging stretching teams for high performance.


  • Bachelor’s Degree – Marketing/Business
  • Minimum 5 years working experience in sales role (FMCG).
  • 3 years Key Account Management experience
  • Channel/Category Management is added advantage
  • Customer facing experience

Skills & Abilities

  • Entrepreneurial thinking
  • Business Planning & Implementation
  • P&L Understanding
  • Channel Management
  • Problem solving abilities, accuracy
  • 3P Management
  • Ability to make decisions
  • Effective communication skills
  • IT Skills (MO-Excel, PowerPoint)
  • Strong in analytics & negotiation.
  • People & Relationship Management and Coaching skills

If you meet the above requirements, kindly send your CV to to reach us on or before 3rd May 2019 clearly indicating “Key Account Manager “on the subject line.

Job Summary:
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Nairobi, Kenya

Nairobi County

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