Key Accounts Executive

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Job Descriptions

Customer management & trade development

  • Build and maintain business relations with existing and new Key Account customers by providing business consultancy and expertise.
  • Establish and maintain sound business relationships with key accounts. Provide professional service and support to key accounts in order to secure trade loyalty and commitment to establish agreements.
  • Identify emerging key accounts and propose actions to develop the business in these accounts.
  • Seek business development opportunities with both existing and new customers in order to increase sales, ensure adequate stock levels, prices and optimal display of the brands.

Market analysis & business planning

  • Obtain appropriate market information and keep Management aware of significant developments.
  • Regularly communicate and maintain up-to-date information and all changes of the Key Accounts.
  • Continuously evaluate key accounts’ performance.
  • Actively participate in the planning and developing of strategic Key Account plans.
  • Prepare the agreements with selected Key Accounts and ensure that all elements of the agreement are strictly followed.

Sales volume

  • Deliver yearly and monthly sales targets with solid sales plan for the designated key accounts.
  • Develop and monitor the performance of sales plans by key account by brand / SKU.
  • Suggest improvements to key accounts’ operations to increase sales volume and market share.

Brand portfolio management

  • Manage company’s brand portfolio within selected key accounts to increase volume, ensure product availability, provide pricing recommendation and avoid out of stock.
  • Manage and communicate new brand launches or price changes within targeted key accounts.

Trade marketing programs

  • Devise and implement various programs and incentive schemes.
  • Work closely with Trade Marketing/ Marketing in developing and implementing the most effective Key Accounts channel specific approach.

Practices, processes and budget management

  • Ensure that all programs are reviewed.
  • Ensure that retail programs are tracked via sales systems and proper set up of technical requirements prior to execution.
  • Ensure program tracking is in place and reported accordingly.
  • Propose and manage the approved allocated budget and monitor actual spending closely, updating supervisor according to agreed cycles.
  • Ensure proper reconciliation of Sales Allowances disbursements, follow up on actual payments.
  • Ensure continuous effort placed in the optimization of budgets and Key Accounts contract terms.
  • Ensure that Accounts adhere to Philip Morris International Principles and Practices where applicable.

Job Requirements

Education: Bachelor degree in Business Administration / Marketing

  • Work experience:Minimum 2 years experience in Sales or Marketing, preferably in the FMCG industry with at least 1 year experience in Key Accounts or equivalent function.
  • Good understanding of field sales operations.


  • Interpersonal and networking skills.
  • Good command of written and spoken English
  • Strong presentation skills.
  • Basic understanding of Planning & Budgeting.
  • Related to Trade: Negotiation Skills, Channel Strategy, Key Accounts Application.

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