Key Accounts Manager - Modern Trade at Norda Industries

Key Responsibilities

• Deliver sales targets across modern trade accounts by driving volume, value, and profitable growth.
• Ensure 100% on-shelf availability and merchandising compliance, minimizing stockouts, gaps, and tampering.
• Maximize product visibility and category share through strict planogram execution and in-store activations.
• Develop and execute marketing plans for key accounts, aligned with business goals and retail dynamics.
• Negotiate and implement Joint Business Plans (JBPs) including listings, pricing, visibility, and promotional agreements.
• Lead and develop field teams (supervisors and merchandisers) to ensure flawless retail execution.
• Build and maintain strong senior-level relationships with retail chains through strategic reviews and joint planning.
• Analyze sales and visibility data to identify growth opportunities and correct performance gaps.
• Track and report key performance metrics, including target achievement, ROI on promotions, and compliance rates.
• Coordinate and execute new product launches and promotions, ensuring retail readiness and market uptake.
• Resolve operational challenges such as delayed deliveries or retailer escalations through cross-functional coordination.
• Bridge execution and strategy, aligning field activity with company leadership and brand objectives.
• Champion customer advocacy internally, ensuring service levels and satisfaction benchmarks are consistently met.
• Drive capability development through regular coaching, training, and upskilling of supervisors and merchandisers to improve in-store execution and performance consistency.

Requirements

• Bachelor’s degree in Sales, Marketing, Business Administration, or related field.
• 4–6 years’ experience managing modern trade or retail key accounts in FMCG.
• Proven ability to achieve sales targets and drive on-shelf availability and visibility.
• Demonstrated success in creating and executing marketing plans, JBPs, and product listings.
• Strong leadership and team management capability with hands-on experience guiding field execution.
• Data-savvy, with strong skills in performance analysis and translating insights into strategy.
• Excellent negotiation, communication, and stakeholder engagement skills.
• Self-driven, highly organized, and solution-focused under pressure.
• Norda offers a performance-driven environment where you’ll have the autonomy to lead, the support to grow, and the opportunity to make a measurable impact in Kenya’s modern trade landscape.