Key Account Manager

Job Description

The Key Account Manager (KAM) is responsible for managing and developing set of key-account customers on national level. They’re responsible for achieving sales targets in the given customers.

Key Responsibilities:

1. AOP & Customer Business Plan
   1. Develop and implement strategic account plans for key customers. This includes setting sales targets, identifying growth opportunities, and outlining strategies to achieve.​
   2. Develop assigned customers AOP building block in line with MT yearly business objective & strategy​
   3. Develop Annual Customer Business Planning base on the defined Customers Segmentation & Strategy, with supported by shopper insights, sales trend, consumer and market trend analysis.  Develop & ensure execution of Customer strategy with key action plan & activity​.
   4. Lead Trading Term Negotiation with key customers, including pricing, ullage, terms of trade, promotions, and other contractual matters to ensure customer profitability.
2. Promotion Planning & Execution
   1. Develop customer promotion strategies with the N+6 planning. Work with Shopper Marketing team to implement national or tactical promotion. 
   2. Prepare pre-promotion approval (PPF) and post promotion evaluation.
   3. Provide Demand Forecast N+3 by Customers by SKU level base on promotion plan/activities
   4. Develop Execution Plan for Sales Excellence Programs (Perfect Store, MSL, OSA) by account basis
   5. NPD/relaunches listing, price increase execution.
   6. Communicate to customer on promotion planned to get alignment/agreement to proceed with the execution.
   7. TRE Management- Track & manage TRE within allocated budget, Optimize spending
   8. Review TRE reports (with CSM) monthly
   9. Ensure claim submission on time (as per compliance)
   10. Manage claim dispute
   11. Manage to minimize Market return
   12. Manage key account executive from capability building, issue resolution to day-to-day operation to ensure speedy and excellent execution in stores.
3. Business Review & Market Visit
   1. Lead the Business Review & N+6 customer plan sharing (monthly/quarterly) & T2T meeting (yearly) for key IKA Customers.
   2. Trade visit to check & audit in store execution at the outlets level
   3. Monthly visit to Customers in HQ level.  Act as the voice of the customer within the organization build and maintain strong, long-term relationships with key customer. Understand their business needs and objectives and market landscape. (Customer profiling)
4. Administrative
   1. Responsible for key account receivables. Monitor Account Receivable aging and coordinate with credit control and Accounts Receivable team.
   2. Collaborate with various internal departments such as sales operation, marketing, shopper marketing, supply chain, customer service team to ensure seamless service delivery and customer satisfaction.

Qualifications

• Minimum 5 years of experience in Sales Department/Modern Trade;
• Market research reports understanding (Nielsen; TNS);
• FMCG dynamics knowledge;
• Good knowledge of MS office;
• Good knowledge of English. 

Additional Information

Your application at JDE Peet's 
If you are interested in this career opportunity at JDE Peet's, apply and join us. After receiving your application we will do our utmost to give you quick feedback. Part of the recruitment procedure at JDE Peet's would be an online assessment, followed by interviews. A pre-employment check can be part of the recruitment process. 

Our DE&I Statement 

At JDE Peet’s we aim to create a better future where we authentically serve, reflect and embrace everyone. We believe in fostering a more diverse, equitable and inclusive organisation where everyone feels comfortable to truly be who they are and unleash their full potential. This means we do not tolerate discrimination on the basis of our race, ethnicity, sex, gender identity, sexual orientation, religion, nationality, age, disability, or any other trait protected by law. 

Throughout the entire employee lifecycle, we place DE&I at the core of our people processes. This enables us to drive objectivity and eliminate any potential bias, ensuring an inclusive experience in the workplace. Do not hesitate to reach out if you require any reasonable adjustments to the recruitment process.  

Our efforts on this agenda have earned us the prestigious Catalyst Award, as well as the Fair Pay Leader Certification in 2025 thanks to an unexplained gender pay gap of 0.52%. 

#unleashyourpossibility #acupofamazing

JDE Peet’s - now part of Keurig Dr Pepper – is the world’s leading pure-play coffee company, with a presence in more than 100 markets. Guided by our ‘Reignite the Amazing’ strategy, we are focused on brand-led growth across three big bets: Peet’s, L’OR, and our 10 strategically selected local icons led by Jacobs.