Account Manager

1. Account Planning and Customer Business Development:

Develop and implement the annual, quarterly, and monthly business plan for SG Co.op, aligned with Modern Trade channel strategy, brand priorities, customer calendar, and assigned sales targets. Review customer performance regularly, identify business opportunities and risks, propose practical action plans, and maintain strong working relationships with the customer to support sustainable account growth.

2. Sales Target Delivery and Performance Management:

Own the delivery of assigned sales revenue, volume, distribution, promotion, visibility, and customer-level KPIs for SG Co.op. Monitor sell-in, sell-out, stock movement, promotion performance, out-of-stock risks, and account performance on a weekly and monthly basis; provide timely analysis and recommendations to improve business results and execution quality.

3. Promotion, Activation and Occasion-Based Marketing Execution:

Work with Trade Marketing, Brand Marketing, Sales Operations, and SG Co.op to plan and execute effective promotion programs, seasonal activities, shopper engagement initiatives, sampling, display, and in-store activation. Ensure mechanics, pricing, product availability, POSM, execution requirements, budget, timeline, and post-evaluation are clearly aligned and followed through.

4. Listing, Assortment and Distribution Management:

Manage new product listing, assortment review, distribution expansion, pack-price execution, and product availability within SG Co.op formats. Coordinate with Demand Planning, Supply Chain, Logistics, and Sales Operations to support forecast accuracy, order fulfillment, replenishment, and timely resolution of supply or distribution gaps.

5. Merchandising, Visibility and In-Store Execution:

Coordinate with Trade Marketing, Field Sales, merchandisers, store operations, and customer stakeholders to ensure agreed planogram, shelf share, secondary display, visibility package, POSM deployment, and merchandising standards are executed. Conduct market visits and competitor tracking to identify execution gaps, risks, and opportunities for URC brands.

6. Customer Relationship and Negotiation Management:

Build and maintain professional relationships with SG Co.op buying, category, promotion, operation, and relevant customer teams. Lead day-to-day account communication, issue resolution, and follow-up; support negotiation of trading terms, promotion agreements, visibility packages, listing requirements, and business programs within company guidelines and approval authority.

7. Financial Discipline and Compliance:

Manage account activities in compliance with URC sales, marketing, finance, credit, payment, distribution, and approval policies. Monitor trade spending, promotion budget, contracts, customer claims, payment status, receivables, deductions, and required supporting documents to ensure accuracy, proper approval, and timely follow-up.

8. Cross-Functional Coordination and Reporting:

Coordinate with Marketing, Trade Marketing, Sales Operations, Finance, Supply Chain, Demand Planning, Logistics, and Field Sales to deliver account plans and resolve execution issues. Prepare regular reports on sales performance, promotion results, distribution, visibility, competitor activities, market trends, risks, and action plans; escalate key issues in a timely and fact-based manner.

Core Competencies

• Customer business management and key account development

• Modern Trade and FMCG commercial understanding

• Sales performance analysis and data-based decision-making

• Promotion, activation, and program execution management

• Negotiation, customer relationship, and stakeholder management

• Merchandising, visibility, and in-store execution discipline

• Forecast coordination, follow-through, and issue resolution

• Financial discipline, policy compliance, and commercial judgment

• Results orientation, ownership, and attention to detail

• Clear communication, collaboration, and professional working attitude

Key Performance Indicators

• Achievement of assigned sales revenue, volume, distribution, and market share targets for SG Co.op.

• Quality and timely execution of account business plans, promotion programs, visibility packages, and customer activities.

• Improvement of sell-in, sell-out, stock availability, assortment, new product listing, and in-store execution quality.

• Effective management of trade investment, promotion budget, customer claims, receivables, and payment follow-up.

• Timely and accurate reporting of sales performance, promotion effectiveness, competitor activities, risks, and action plans.

• Quality of customer relationship, internal stakeholder coordination, and resolution of account-related issues.

• Compliance with URC sales, marketing, finance, credit, distribution, and approval policies.

Job Requirements

• Bachelor's degree in Business Administration, Marketing, Economics, Commerce, or a related field.

• At least 3–5 years of sales or key account management experience in FMCG, consumer goods, retail, or Modern Trade; experience managing supermarket or cooperative retail accounts is preferred.

• Good understanding of Modern Trade account management, customer business planning, sales target delivery, promotion execution, merchandising standards, and in-store operations.

• Practical experience in customer negotiation, trade promotion, new product listing, visibility package, sales analysis, and cross-functional coordination.

• Ability to analyze sales data, customer performance, market trends, competitor activities, and promotion results to recommend practical business actions.

• Good command of spoken and written English; able to prepare emails, reports, presentations, and business updates when required.

• Proficient in Microsoft Office, especially Excel and PowerPoint.

• Strong communication, coordination, follow-through, problem-solving, and stakeholder management skills.

• High ownership, result orientation, commercial discipline, integrity, and attention to detail.

Preferred Requirements

• Experience working with SG Co.op, Co.opmart, Co.opXtra, or other Modern Trade supermarket chains is a strong advantage.

• Experience in food and beverage, snack, beverage, or fast-moving consumer categories is preferred.

• Familiarity with customer trading terms, promotion calendar, category review, store execution, and customer claim/payment process is an advantage.

• Ability to work in a fast-paced environment, manage multiple priorities, and follow through closely with both customer and internal teams.