Key Account Manager at Capwell Industries Ltd

About the job

• Are you an experienced FMCG sales professional with a strong track record in modern trade key account management and a passion for driving sales growth, profitability and strategic customer partnerships?
• We are seeking a commercially driven Key Account Manager – Modern Trade to manage and grow strategic retail accounts, strengthen customer relationships and deliver sales and profitability targets.

Purpose of the Role

• To manage and grow strategic relationships with modern trade retailers through effective account management, commercial planning, sales execution and achievement of sales and profitability targets.

Key Responsibilities

• Manage assigned modern trade accounts and strengthen strategic customer relationships.
• Negotiate and manage annual trade agreements, pricing and promotional plans.
• Drive sales volume, value and profitability targets across key accounts.
• Analyse sales performance and implement corrective actions to achieve targets.
• Coordinate trade marketing activities, in-store visibility, planogram compliance and promotional execution.
• Forecast sales demand, monitor stock availability and minimise out-of-stock situations.
• Resolve customer issues promptly and ensure high standards of customer service.
• Monitor key performance indicators, promotional ROI and market intelligence, providing accurate and timely reports.

Minimum Qualifications and Experience

• Bachelor's degree in Business Administration, Sales, Marketing or a related field.
• 4–7 years of experience in FMCG sales, including at least 2–3 years in modern trade key account management.
• Demonstrated experience managing large retail chains in Kenya.
• Proficiency in MS Excel, ERP systems and sales analytics.

Key Skills and Competencies

• Strong negotiation and relationship management skills.
• Commercial acumen and sales performance management.
• Analytical, numerical and problem-solving skills.
• Sales forecasting and demand planning.
• Strong communication, presentation and reporting skills.
• Customer focus, initiative and decision-making.
• Attention to detail, accountability and professional integrity.
• Ability to work independently and collaboratively in a fast-paced environment.