Key Account Manager (General Trade)

ABOUT MY CLIENT

On behalf of our client, we are hiring a Key Account Manager – General Trade (GT) to join a leading Dutch dairy nutrition company in Vietnam.

My client is a globally recognized premium goat milk formula brand with a strong presence in mom-baby and medical channels across more than 26 countries. They are committed to delivering clinically proven, gentle nutrition for infants and toddlers, backed by decades of European research and quality standards.

This is an exciting opportunity to join a category-defining brand at a pivotal phase of growth in Vietnam.

POSITION OVERVIEW

This role is responsible for driving revenue growth, market share, and product penetration within the General Trade (GT) channel, with a strategic focus on mom-baby and medical channels. The successful candidate will manage key accounts, build strong partnerships, and execute channel strategies to expand the brand's footprint in HCMC and beyond.

REPORTING STRUCTURE

• Solid-line Report: Sales Director / National Sales Manager
• Dotted-line Report: General Manager

KEY RESPONSIBILITIES

• Manage and grow Key Accounts within the General Trade (GT) channel, including distributors, wholesalers, and independent retailers.
• Develop and execute channel strategies to drive revenue growth, market share, and product penetration for dairy products.
• Build and maintain strong relationships with mom-baby and medical channel partners (e.g., baby stores, pharmacies, clinics, hospitals).
• Negotiate trade terms, promotions, and listing agreements with key accounts.
• Monitor sell-in and sell-out performance, analyze market data, and provide actionable insights to internal stakeholders.
• Collaborate with Marketing, Trade Marketing, and Supply Chain teams to ensure effective in-store execution, promotion planning, and product availability.
• Conduct regular business reviews with key accounts to align on targets, identify opportunities, and resolve issues.
• Ensure compliance with company policies, trade regulations, and food safety standards.
• Drive continuous improvement in GT operations, including route-to-market, distribution efficiency, and coverage expansion.

REQUIREMENTS

Experience & Background

• Minimum 5 years of experience as a Key Account Manager or Sales Manager in FMCG, with a strong focus on General Trade (GT).
• Proven experience in dairy retail is required.
• Experience in mom-baby and/or medical channels is highly preferred.
• Strong understanding of GT distribution models, trade terms, and channel dynamics in Vietnam.
• Existing network of GT distributors, mom-baby retailers, and medical channel partners in HCMC is a plus.

Skills & Competencies

• Strong negotiation, communication, and relationship-building skills.
• Analytical mindset with the ability to interpret sales data and market trends.
• Ability to work independently and manage multiple accounts simultaneously.
• Proficiency in Microsoft Office (Excel, PowerPoint, Word).
• Strong English communication skills (both written and spoken) is required.

BENEFITS

• Competitive salary commensurate with experience and qualifications.
• Performance-based annual bonus.
• Comprehensive health insurance package.
• Full statutory social insurance contributions (BHXH, BHYT, BHTN).
• Annual leave, public holidays, and other leave entitlements in accordance with Vietnamese labor law.
• Opportunities for training, career growth, and exposure to senior leadership.
• Dynamic, collaborative, and growth-oriented work environment.
• Transportation, phone, and other allowances as per company policy.