Key Accounts Executive/ Assistant Manager (Modern Trade & E-Commerce)

Role Summary

The Key Accounts Executive / Assistant Manager is responsible for managing the company’s most important Modern Trade and E-commerce relationships, including hypermarkets, supermarkets, convenience chains, marketplaces, and online platforms. This role drives sell-in and sell-out performance for key telco products—prepaid, postpaid, and broadband—by leading negotiations for trading terms, securing retailer visibility, and ensuring consistent product availability and execution across both physical and digital channels.

The role is available at either Executive or Assistant Manager level, based on the candidate’s experience, the scope of accounts to be handled, and their proven negotiation track record.

Key Responsibilities

Account Management & Growth

• Manage a portfolio of key Modern Trade and E-commerce accounts, serving as the primary commercial contact for buyers and category managers
• Design and implement annual joint business plans (JBPs) with agreed sales, margin, and visibility objectives for each account
• Drive growth by expanding range, increasing store/listing coverage, launching exclusive bundles, and executing account-specific promotions

Negotiation & Trading Terms

• Negotiate listing fees, trade margins, promotional funding, rebates, and payment terms in line with company guidelines
• Create pricing, promo, and funding proposals supported by account-level profitability analysis
• Ensure that contracts, claims, and trade spend are monitored and reconciled with Finance

Sales Planning & Forecasting

• Set monthly and quarterly sales targets per account and monitor performance against plan
• Partner with Supply Chain on demand forecasting, replenishment, and stock availability to prevent out-of-stocks and overstock
• Track sell-in versus sell-out, inventory levels, and days of stock; initiate corrective actions early

Trade Marketing & Campaign Alignment

• Coordinate with the Trade Marketing team to plan and secure in-store activations, display space, and promotional slots
• Translate campaign briefs into account-specific executions and agree timelines with retailers

E-commerce & Omnichannel

• Manage relationships with retailers’ online platforms, marketplaces, and on-demand delivery partners
• Oversee online listings, ensuring content accuracy, pricing consistency with in-store, search placement, banners, and promo participation
• Coordinate with Digital teams to align online and offline promotions and track channel-specific KPIs (conversion, online share of sales, fill rate)

Reporting & Cross-Functional Coordination

• Produce regular account performance reports, forecasts, and business reviews for leadership and retailer meetings
• Collaborate with Finance, Supply Chain, Marketing, and Retail Operations to resolve account issues efficiently
• Track competitor activity, pricing, and market trends, and share insights with the team

Qualifications & Skills

Education & Experience

• Bachelor's degree in Business, Marketing, Sales or a related field
• Executive level: 2–3 years of key account or channel sales experience; Assistant Manager level: 3–5 years with proven account ownership and negotiation experience
• Background in FMCG, telco, consumer electronics or fast-moving retail strongly preferred
• Exposure to Modern Trade and e-commerce/online grocery channels

Core Skills

• Strong negotiation, commercial acumen and relationship-building skills with retail buyers
• Sound understanding of trade terms, promotional mechanics, sell-in/sell-out and account profitability
• Analytical skills: proficient in Excel, MS Power Points & Ai Tool
• Familiarity with e-commerce platforms, marketplace seller tools and online promotion setup
• Strong planning, communication and cross-functional collaboration skills
• Self-driven with the ability to manage multiple accounts and deadlines

Other Requirements

• Willingness to travel for account meetings and store visits
• Proficiency in English and the local market language