Key Account Lead

Overview

Key Accounts: WinMart / ADFunction: Sales – Organized Trade / Modern Trade

The Senior Key Account Manager is responsible for leading the strategic and operational management of WinMart/AD, accelerating profitable growth and strengthening long-term customer partnership.

The role requires deep expertise across both Key Account Planning and Operations, with strong commercial acumen and execution capability to win Share of Post, Share of Shelf, Share of Display and Market Share. The role will lead the development of Joint Business Plans, commercial negotiations, customer interventions and in-store execution while ensuring sustainable revenue and profitability.

Responsibilities

1. Strategic Account Management & Partnership

• Own the strategic relationship with WinMart/AD and build long-term partnerships through strong customer wiring.
• Lead Customer Account Planning, Top-to-Top meetings, Joint Business Planning and Quarterly Business Reviews.
• Lead commercial negotiations, contracts and joint initiatives to unlock profitable growth.
• Identify and implement new interventions that strengthen customer partnership and business performance.

2. Business Planning & Profitable Growth

• Own the end-to-end account plan from Annual Operating Plan → Joint Business Planning → negotiation → investment → execution → performance measurement.
• Deliver volume, revenue, market share and profitability targets through distribution, assortment, innovation, promotion and visibility.
• Manage forecasting, trade investment and budgets to maximize profitable growth.
• Track customer, competitor and market performance and take timely corrective actions.

3. Execution Excellence

• Translate account strategy into strong execution across regions and stores.
• Drive Share of Post, Share of Shelf, Share of Display and Market Share.
• Ensure strong execution of new product listings, pricing, promotions, assortment, merchandising and visibility.
• Conduct regular market visits and work closely with regional teams to identify gaps and improve execution.

4. New Business & Customer Development

• Identify new distribution, product, format and commercial opportunities to generate incremental sales and profit.
• Lead cross-functional interventions and breakthrough initiatives with strategic customers.

5. Team Leadership & Talent Development

• Lead and develop Organized Trade Executives and Sales Representatives to deliver business and execution objectives.
• Coach the team in account management, negotiation, planning and problem-solving.
• Demonstrate strong commercial and people leadership 

Qualifications

Bachelor’s degree.  10+ years’ experience in Modern/Organized Trade, preferably with multinational FMCG companies. Strong experience in both  Key Account Planning & Operations. Strong  negotiation, commercial acumen and strategic account management capabilities. Proven ability to drive  sales, market share and profitable growth. Strong  leadership, stakeholder management and talent development skills.