Job Title: Key Account Manager
Location: Nairobi
Salary: KES 100,000-150,000 plus attractive commissions
About the Role
The Key Account Manager will manage and grow strategic customer accounts by driving sales, expanding distribution, ensuring strong brand presence, and delivering account profitability across assigned key accounts.
Account Management: Build and maintain long-term relationships with key customers, including distributors, supermarkets, wholesalers, hotels, and restaurants.
Sales & Strategy: Develop and execute tailored account plans to hit volume, revenue, and gross margin targets.
Negotiation & Listings: Commercial terms, product listings, pricing, and promotional campaigns in line with guidelines.
Execution & Visibility: Ensure optimal product availability, stock levels, merchandising, and brand execution at customer outlets.
Business Development: Identify emerging market trends, competitor movements, and new sales opportunities within existing and prospective accounts.
Cross-Functional Collaboration: Work closely with Sales, Marketing, Finance, and Supply Chain teams to ensure prompt order fulfillment and service delivery.
Reporting & Compliance: Generate regular sales updates, volume forecasts, and account reviews while adhering to relevant alcoholic beverage regulations and corporate policies.
Key Performance Indicators (KPIs)
Achievement of sales volume, revenue, and profitability targets.
Account retention rate and client satisfaction levels.
Expansion of product footprint, availability, and share of shelf.
Timely, high-impact execution of promotional campaigns.
Acquisition of strategic new accounts.
Education: Bachelor’s degree in Business Administration, Sales, Marketing, or a related field.
Experience: 3–4 years of proven success in Key Account Management or Business Development within the FMCG or beverage sector (alcoholic beverage experience preferred).
Market Knowledge: In-depth understanding of the modern trade, wholesale, and distributor landscape.
Core Competencies: Strong commercial negotiation, relationship building, analytical reporting, and independent execution capabilities.
Key Account Management: Strategic account planning, client retention, and portfolio growth. Commercial Negotiation: Terms negotiation, pricing structures, margin control, and trade agreements. Channel & Market Knowledge: Modern trade, FMCG distribution networks, on-premise/off-premise retail (hotels, restaurants, supermarkets, wholesalers). Sales Forecasting & Data Analysis: Target setting, volume forecasting, sales performance tracking, and market trend analysis. Merchandising & Brand Visibility: Shelf-space optimization, point-of-sale execution, stock availability, and promotional alignment. Soft & Interpersonal Skills Relationship Management: Building trust and long-term partnerships with high-value clients and key decision-makers. Cross-Functional Collaboration: Partnering with internal teams (Supply Chain, Finance, Marketing, Logistics) for seamless order fulfillment. Problem Solving & Issue Resolution: Handling customer queries, logistics delays, and contract discrepancies promptly. Communication: Persuasive verbal pitching, formal business presentation, and clear written reporting. Self-Drive & Target Orientation: Working autonomously to consistently achieve revenue, volume, and profitability goals.