Key Account Manager (KAM) – Modern Trade

This role involves managing the company’s current local modern trade accounts, including CSDs, Save Marts, Classic Bachats, Punjab Cash and Carry, Bin Talibs, and Jmarts. The incumbent will maintain strong relationships with account management teams, ensuring the induction of all company SKUs and proper stock display. Responsibilities include enforcing FIFO practices, coordinating closely with logistics and factory supervisors, preparing timelines for POS materials and freight, and driving sales growth through these channels on a daily basis.

Key Responsibilities

- Account Management and Store Visits: Regularly visit key account outlets and head offices according to a fixed schedule. Conduct thorough stock checks of atta, eggs, and basmati rice in each branch, reporting on out-of-stock items, near-expiry products, and damages.

- Liaison and Procurement Coordination: Serve as the primary contact for category managers and procurement heads across all chains. Negotiate order quantities, pricing, promotions, and delivery schedules to align with business goals.

- Purchase Orders and Documentation: Generate and secure Purchase Orders (POs) for branches or central warehouses based on stock levels and sales trends. Collect signed Goods Received Notes (GRNs) post-delivery and submit them along with invoices through vendor portals or to accounts for payment processing.

- Timely Execution: Adhere strictly to agreed timelines for store visits, PO generation, deliveries, GRN submissions, vendor portal updates, and payment follow-ups to ensure smooth operations.

- Account Strategy and Business Planning: Develop annual joint business plans with each key account covering volume, value, SKUs, promotions, and trade spend. Monitor monthly and quarterly targets by account, branch, and SKU, reviewing performance regularly and implementing corrective actions as needed.

- Listings and Negotiations: Secure new SKU listings across all chain branches, including new store openings. Negotiate annual trading terms such as margins, listing fees, rebates, display rentals, credit days, and payment cycles. Manage vendor registration, product codes, and price-change requests efficiently.

- Supply Chain and Freshness Management: Coordinate with warehouse and logistics teams to meet delivery windows and fill-rate requirements. Oversee egg freshness through FIFO rotation, expiry checks, and handling of damage or breakage returns. Maintain high fill rates and minimize out-of-stock situations.

- Visibility and Promotions: Ensure shelf share, gondola ends, planogram compliance, and POSM presence in every branch. Plan and execute catalogue promotions, price-offs, bundles, sampling, and seasonal campaigns (e.g., Ramadan). Measure promotion effectiveness and report ROI.

- Credit Control and Recovery: Maintain accounts within agreed credit limits and payment terms. Collaborate with the Recovery Officer to resolve outstanding invoices, deductions, claims, and short payments. Reconcile account statements, rebates, and trade schemes monthly with chain accounts teams.

- Reporting and Market Intelligence: Track sell-in and sell-out data, competitor pricing, promotions, and new product launches. Submit weekly sales reports, monthly MIS, and account-wise P&L analyses of trade spend. Recommend pricing, SKU, and promotional adjustments based on data insights.

Required Qualifications

- Bachelor’s degree is mandatory; an MBA in Marketing or Sales is preferred.
- 5 to 7 years of experience in FMCG sales, with a minimum of 3 years managing key accounts in national or regional retail chains.
- Proven experience with food staples such as flour and rice or fresh/perishable products like eggs and dairy is highly advantageous.
- Existing relationships with category and procurement teams at major retail chains are preferred.

Skills

- Strong negotiation and commercial acumen, with confidence in managing trading terms and contracts.
- Numeracy skills to handle margins, rebates, forecasting, trade-spend ROI, and receivables tracking.
- Proficiency in MS Excel, PowerPoint, and vendor portals or ERP systems.
- Clear and professional communication skills in English and Urdu.
- Highly organized, deadline-oriented, and capable of managing multiple accounts simultaneously.
- Ownership of a car or motorbike and a valid driving license is preferred.

Preferred Qualifications and Benefits

- Competitive market salary.
- Quarterly incentive bonus linked to sales performance, listings, and recovery achievements.
- Travel allowance provided.
- Work location requires in-person attendance.

This position offers an excellent opportunity for a results-driven sales professional to contribute to the growth and success of the company’s modern trade channels.