Manager Key Accounts & Wholesales
Posted Updated
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Purpose of the job:
Lead key account and wholesale performance by developing commercially sustainable customer partnerships that expand channel reach, improve category visibility and deliver profitable growth.
Principal Accountabilities:
• Develop the key account and wholesale channel strategy
• Build joint business plans with priority customers and wholesale partners
• Lead commercial negotiations within approved parameters and governance
• Establish customer-specific assortment, activation, visibility and execution plans
• Identify opportunities in Modern Trade, HORECA, premium outlets and other priority accounts
• Strengthen wholesale reach while protecting channel integrity and commercial terms
• Track customer profitability, investment effectiveness and contractual performance
• Build senior-level customer relationships and manage escalations
• Coordinate launches and category initiatives with SFP, CC and Trade Marketing
• Ensure accurate forecasting and demand visibility for key customers.
Requirements:
• Bachelor’s degree in Business, Marketing, Economics or a related discipline
• Typically 6 to 8 years of commercial experience, including key account, wholesale or channel-management responsibility
• Demonstrated experience in customer negotiations and joint business planning
• Strong understanding of commercial terms, margins and account profitability
• Experience in FMCG, tobacco, retail, consumer goods or a comparable sector.
• Commercial and financial acumen
• Partnership development
• Data-based decision-making
• Strong stakeholder and strategic customer management