Your Impact

The Key Account Manager (KAM) is a dedicated account role responsible for delivering profit and revenue targets from customers within the IBA retail channel and managing the ALM route to market by understanding the customer’s value chain and how to jointly create more value.

Key Accountabilities:

• Develop the State account plan incorporating range (portfolio and innovation), pricing, positioning, merchandising, and promotions in consultation with the NAM and in line with the business unit strategy.
• Execute the ideal range plan, space allocation and merchandising for the category within that customer (clustered by outlets if required).
• Engage the field sales teams to establish execution standards and metrics in line with the key account strategy.
• Ensure activity implemented within account – promotions, activations, price changes.
• Build effective long-term relationships with customers by understanding their key business drivers & requirements.
• Manage the customer contact matrix from the State IBA & ALM Business Unit / State IBA Committees / Multisite Operators to store relationships.

About you

• Solid experience in a junior account management role such as KAE/NAE across FMCG
• Ability to manage large customer accounts
• Proven ability to exceed sales targets using a structured data-driven planned approach – strong numeric, analytical and problem-solving skills
• Customer segment profitability analysis – able to evaluate customer performance in consultation with finance/commercial analysis
• Ability to manage large customer accounts
• Skilled in communicating verbally and delivering articulate presentations
• Strong resilience with the ability to succeed in a competitive environment and under pressure