Key Account Executive – Modern Trade (Supermarket / Minimart)
Main Purpose of the Job
Act as the
single point of contact for all Sales Operations–related activities within assigned Modern Trade customer stores (Supermarket / Minimart), ensuring the delivery of agreed
business objectives, KPIs, and execution standards.
Key Responsibilities & Accountabilities
- Sales Performance & Execution
- Deliver agreed sales targets and KPIs including volume, value, distribution, merchandising standards, call coverage, and frequency for assigned customer stores.
- Implement, follow up, and regularly update the Field Sales Plan to ensure effective execution at store level.
- Monitor daily store performance against defined KPIs such as sales-out, inventory levels, on-time order placement, and corrective actions.
- Customer Management & Negotiation
- Set store-level objectives and lead negotiation processes with customers to secure optimal commercial outcomes.
- Build and maintain strong working relationships with customers at store level to support sustainable growth.
- Category & Channel Execution
- Execute Channel Category Plans at Point of Purchase (POP) in line with Integrated Commercial Planning (ICP) cycle plans.
- Provide feedback and insights from the field to support the development of Field Sales and Channel Category strategies.
- Ensure quality execution of promotions, displays, assortment, and share of space as per agreed plans.
- Market Intelligence & Reporting
- Provide timely and accurate demand forecasts by customer.
- Report market dynamics, competitor activities, and execution gaps to support decision-making.
- Compliance & Governance
- Ensure full compliance with Nestlé principles, policies, and local regulations, including NMLP, Trade Policies, IC3, Safety, and local Trade Terms.
- Support audit requirements in line with Nestlé Group Audit standards.
- People & Field Team Development
- Coach, motivate, and develop promoters and merchandisers to improve execution quality and performance.
- Conduct regular field coaching sessions and capability development activities.
Key Experiences & Qualifications
- 2–5 years of experience in Sales or Marketing, preferably within FMCG or Modern Trade.
- Proven track record of delivering KPIs and sales targets.
- Demonstrated ability to lead and develop people, including promoters or merchandisers.
- Strong understanding of Sales operations, including Field Sales, Customer Management
- Hands-on experience managing store-level execution and customer engagement.
