Key Account Manager North

L’Oréal Pakistan is looking for a Key Account Manager to join its Consumer Products Division (CPD). The role involves driving retail sell-out, expanding market share, and managing profit and loss for a specific region. The successful candidate will maintain strong commercial relationships with key accounts, implement annual joint business plans, and maximize account profitability. This position requires meeting or exceeding targets related to volume, value, distribution, and brand presence, all aligned with the divisional strategy.

Key Responsibilities

Strategic Contribution: Develop and execute both short- and long-term account strategies, including promotional plans that align with company objectives. Ensure timely implementation and follow-up of commercial strategies and joint business plans.

Budget Management & Forecasting: Work closely with Marketing, Finance, Operations, and Trade Marketing teams to create joint forecasts. Monitor stock replenishment and branch-wise forecasting on a monthly basis. Manage trade spend budgets to achieve cost savings and meet profit and loss targets. Submit budgets promptly and control cost variances effectively.

Category Development: Analyze customer trends and buying behaviors to formulate category plans in collaboration with Marketing and Trade Marketing teams. Drive market share growth through well-executed category projects and timely initiatives.

Operations Management: Implement retailer-centric account plans and joint business plans that foster win-win outcomes. Coordinate with extended teams and partners to ensure operational efficiency. Monitor sales hygiene, stock rotation, and distributor orders to maintain service levels and contractual compliance.

Compliance & Ethics: Ensure all activations and distribution partner activities adhere to company policies. Escalate any compliance issues as necessary.

Sales Target Delivery: Achieve planned secondary sales and manage all profit and loss lines from sell-in to gross margin and retail sell-out. Deliver key performance indicators related to turnover, market share, and profitability.

Business Development: Identify new business opportunities that benefit both L’Oréal and its customers. Collaborate with trade marketing to maximize brand presence both in-store and online.

Customer Satisfaction & Relationship Management: Build and maintain strong networks with key retailer stakeholders. Uphold service level agreements, resolve customer issues promptly, and foster trust through effective communication and collaboration.

Business Reporting & Recommendations: Collect and analyze sales data and market trends. Provide accurate and timely reports along with actionable recommendations to commercial and marketing teams.

Continuous Improvement: Drive simplicity in business processes and communication by initiating process improvements.

Cross-Functional Teamwork: Coordinate with trade marketing, merchandising, and business analytics teams to address gaps and improve sell-out. Keep all teams informed of significant field initiatives.

People Management: Train and develop distributor teams and internal staff on product knowledge and selling skills. Conduct performance reviews and support professional growth aligned with business objectives.

Required Qualifications

A Bachelor’s degree in Business Administration with a focus on Sales and/or Marketing is essential. Candidates should have 4 to 6 years of experience in field sales, key account management, or trade marketing, preferably within the FMCG sector. A proven track record in sales and customer service, including negotiation and client relationship management, is required. Strong understanding of sales performance metrics is also necessary.

Preferred Skills and Competencies

Excellent negotiation, relationship management, and customer-centric skills are highly valued. The ability to thrive in ambiguous environments and think broadly about business perspectives is important. Candidates should demonstrate strong numeracy, budget control, planning, organizational, and team-building skills. Critical thinking, attention to detail, and effective communication, presentation, and interpersonal abilities are essential. Proficiency with CRM software, MS Excel, and PowerPoint is expected. A solid understanding of profit and loss management and the ability to translate market trends into actionable insights are preferred. The role also requires demonstrated capability to innovate, strategize, develop people, integrate teams, and act entrepreneurially in line with L’Oréal’s core competencies.

This position offers a significant opportunity to contribute to L’Oréal Pakistan’s growth by managing key accounts with strategic insight and operational excellence.