Head of Key Accounts

The Head of Key Accounts will lead the strategic planning, execution, and management of key accounts across International Modern Trade (IMT), institutional clients such as USC/CSD, Imtiaz, E-Commerce, and B2B partners. This role demands strong leadership, strategic insight, and operational efficiency to build and maintain relationships with strategic accounts, driving sustainable business growth. The position also involves managing a distributed team, ensuring clear communication of strategy and execution, and fostering a high-performing team culture.

Key Responsibilities

- Develop and oversee the Annual Operating Plan (AOP) for Key Accounts in collaboration with the team and relevant stakeholders.
- Create, implement, and monitor plans to achieve or exceed NSV, GSV, and sales targets across all channels, aligned with overall business goals.
- Align Key Account activities with organizational objectives to support growth in modern trade and institutional markets. Maintain a motivated team environment and lead talent acquisition for the department.
- Negotiate and finalize annual contracts with business partners, ensuring optimal shelf space and product visibility.
- Oversee SKU-wise forecasting and target achievement on a monthly, quarterly, and annual basis across all accounts and channels.
- Ensure availability of all SKUs, effective inventory management, and smooth ordering and delivery processes at each store.
- Manage procurement-to-payment (P2P) processes efficiently through sales coordinators.
- Strengthen Tapal’s market position by building trust and collaboration with key stakeholders. Collect and communicate market intelligence, including competitor activities and emerging opportunities, to Trade Marketing and Sales teams.
- Address competitive challenges with innovative strategies.
- Conduct regular audits of outlets to ensure stock availability, merchandising quality, and compliance with branding standards.
- Monitor team and outlet performance to identify gaps and implement corrective actions proactively.
- Submit detailed reports on sales performance, market trends, and competitor insights to senior management.
- Ensure compliance with operational and financial protocols, including timely cheque collections and payment settlements.

Required Qualifications

- MBA or relevant equivalent qualification preferred.
- Minimum of 10 years of relevant experience within the FMCG industry.

Skills and Competencies

- Strong leadership and team management abilities.
- Excellent negotiation skills.
- Strategic planning and business acumen.
- Proficiency in sales analytics and market intelligence.

This role offers the opportunity to lead key strategic accounts within a dynamic FMCG environment, driving growth and innovation while managing a high-performing team. The ideal candidate will combine deep industry knowledge with strong operational expertise to deliver measurable business results.