Position Snapshot
Location: Karachi, Pakistan
Company: Nestlé
Job Type: Full Time, Permanent
Qualification: Masters/Bachelors Degree
Position Summary
To manage and grow strategic key account by building strong customer relationships, executing commercial plans, and delivering agreed volume and value targets. The Key Accounts Manager (KAM) plays a pivotal role in aligning customer and company objectives, ensuring optimal execution of brand presence, and driving business profitability while adhering to budgetary constraints.
A day in the life of KAM:
Account Management
Develop and execute joint business plans with key customers, aligned with strategic business objectives.
Act as the primary point of contact for assigned key accounts, managing end-to-end customer relationships.
Understand the customer’s business model, decision-making structure, and strategic priorities.
Sales & Target Delivery
Deliver and exceed monthly, quarterly, and annual volume and value sales targets.
Monitor and analyze sales performance, customer sell-out data, and category growth opportunities.
Develop action plans to address gaps or overperformance, ensuring consistent delivery of KPIs.
Customer Engagement & Collaboration
Conduct regular customer business reviews, aligning performance insights and future plans.
Negotiate trading terms, promotional activity, and pricing in line with the company’s commercial strategy.
Influence customer decisions through data-driven insights and market intelligence.
Budget Management
Manage the trade spend and customer investment budget within agreed parameters.
Ensure optimal ROI on promotional and brand investments.
Monitor customer P&L and ensure profitability goals are achieved.
Brand Visibility & Execution
Ensure flawless execution of in-store brand displays and planogram compliance.
Collaborate with trade marketing and merchandising teams to implement visibility campaigns.
Track the effectiveness of display programs and optimize placements based on sales impact.
Cross-functional Coordination
Liaise with internal stakeholders (Marketing, Supply Chain, Finance) to ensure timely product availability and campaign execution.
Champion the voice of the customer internally, ensuring their needs are reflected in business planning.
Market Intelligence
Stay up-to-date with market trends, customer developments, and competitor activity.
Use insights to identify new business opportunities and propose commercial initiatives.
What Will Make You Successful?
Bachelors/Masters (Preferably in Business Administration, Human Resource Management or Organizational Psychology) from an HEC recognized institution.
4 to 5 years of relevant experience in talent management, organizational development, learning or business partnership.
Strong negotiation and influencing skills.
Commercial acumen and analytical capability.
Customer-centric mindset with strong interpersonal skills.
Project and time management skills with attention to detail.
Proficiency in Microsoft Excel, PowerPoint, and CRM systems.
Ability to work cross-functionally and lead virtual teams.
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