Key Accounts Managger at Hotpoint Appliances Ltd

Job Purpose

• The KAM is accountable for the full lifecycle of the account: negotiating and delivering the Joint Business Plan, driving sell-in and sell-out, managing assortment and distribution, controlling pricing input and promotional investment for measurable ROI, ensuring in-store execution, and protecting account profitability and cash collection.

Job Responsibility and Accountability

• Develop, negotiate, and execute Joint Business Plans (JBPs) with assigned modern trade accounts to deliver sustainable growth and strategic business objectives. 
• Achieve revenue, volume, market share, margin, and profitability targets across assigned accounts. 
• Build and maintain strong customer relationships, acting as the primary commercial contact for key retailers and trade partners. 
• Drive category growth through effective assortment management, new product listings, distribution expansion, and shelf presence optimization. 
• Monitor and manage sell-in and sell-out performance, inventory levels, stock availability, and demand forecasts to ensure optimal stock health. 
• Develop and implement account-specific pricing, promotional, merchandising, and visibility strategies that maximize sales performance and return on investment. 
• Ensure excellence in in-store execution, including product availability, visibility, merchandising standards, and promotional compliance. 
• Manage trade investment budgets, rebates, promotional spend, and account profitability to deliver agreed financial returns. 
• Monitor customer credit performance, collections, claims, and reconciliations in partnership with Finance. 
• Analyze market trends, competitor activity, pricing, and customer performance data to identify growth opportunities and mitigate risks. 
• Lead, coach, and align field sales teams to ensure effective execution of account plans and achievement of business objectives. 
• Conduct regular business reviews with customers and internal stakeholders to track performance and drive continuous improvement.
• Any other duties assigned by the supervisor

Qualification, Experience and Key skills

• Bachelor's degree in business administration, Sales & Marketing, Commerce, Economics, or a related field.
• Minimum of 5-7 years experience in Sales, Key Account Management, or Commercial Management within the FMCG, Consumer Electronics, Telecommunications, or related industry. 
• At least 3 years experience managing Modern Trade accounts with leading retail chains. 
• Proven track record of delivering revenue growth, market share gains, and profitability targets. 
• Experience in Joint Business Planning (JBP), trade marketing, category management, and customer negotiations. 
• Strong understanding of trade investment management, promotions, merchandising, pricing, and inventory management. 
• Experience leading and influencing cross-functional and field sales teams