Key Account Manager - Distribution

Job Description

The Key Account Manager (Distribution) is responsible for developing and managing strategic relationships with assigned key distributors, retailers, dealers, and trade partners to maximize sales growth, profitability, market penetration, and customer loyalty.

The role serves as the primary commercial contact for designated key accounts, working closely with Marketing, Customer Service, Supply Chain, Technical Service, and Product Management teams to deliver sustainable business growth and superior customer experience.

The Key Account Manager is accountable for achieving sales targets, strengthening customer partnerships, expanding product penetration, negotiating commercial agreements, and identifying new opportunities across the full portfolio of Sika products and systems. This aligns with internal Key Account Management principles emphasizing trusted advisor relationships, cross-selling, and long-term partnership development.

Key Responsibilities:

Account Management

• Develop and execute annual business plans for assigned key accounts.
• Build strong relationships with key decision makers including owners, directors, procurement managers, sales managers, and branch managers.
• Act as the single point of contact between assigned accounts and Sika.
• Conduct regular business reviews with key customers.
• Maintain high customer satisfaction and engagement levels.
• Identify account risks and implement retention strategies.

Sales Growth & Market Development

• Deliver annual sales, margin, and collection targets.
• Increase wallet share through cross-selling and upselling initiatives.
• Identify and develop new sales opportunities within existing accounts.
• Expand product listings and SKU penetration.
• Drive market share growth in target categories including waterproofing, tile adhesives, sealants, flooring, repair, roofing, and related construction solutions.
• Develop growth plans with key customers based on market opportunities.
• Internal key account management best practices emphasize identifying upsell opportunities, increasing customer loyalty, and improving revenue predictability. 

Commercial Management

• Lead annual contract and rebate negotiations.
• Manage pricing, discounts, promotional activities, and trading terms.
• Ensure profitability targets are achieved.
• Conduct sales forecasting and demand planning with customers.
• Monitor competitive activities and market pricing trends.

Channel Development

• Develop strategic partnerships with major distributors and retail chains.
• Increase store penetration and product visibility.
• Support execution of national sales campaigns, promotions, and merchandising activities.
• Work with Marketing to develop customer-specific activation plans.
• Identify opportunities for e-commerce and digital channel expansion.

Cross-Functional Collaboration

• Coordinate with Supply Chain to ensure stock availability and service levels.
• Work closely with Technical Service teams to support customer training and product implementation.
• Collaborate with Product Managers on product launches and portfolio expansion.
• Coordinate customer issue resolution across departments.

CRM & Reporting

• Maintain accurate customer records, opportunities, forecasts, and account plans in Salesforce.
• Prepare monthly performance reviews and business updates.
• Track sales performance, market share, pipeline, and key initiatives.
• Provide market intelligence and competitor insights.

Qualifications

• Minimum 2 years of sales or account management experience. Relevant sales experience in construction material industry would be an added advantage.
• Bachelor’s degree.
• Track sales performance, market share, pipeline, and key initiatives.
• Provide market intelligence and competitor insights.

Additional Information

We offer competitive salaries, aligned with local market benchmarks and the specific scope and responsibilities of each role. Compensation is determined based skills relevant to the position, education and/or training.  We are committed to fair and equitable pay practices in accordance with applicable laws and regulations.