Key Accounts Manager

Role & responsibilities

As a Key account manager, your primary responsibility is to oversee and optimize the relationships and performance of the distributor network. Here's a detailed breakdown of the responsibilities typically associated with this role:

1. Distributor Selection and Onboarding: - Identify potential distributors and Lead the onboarding process for new distributors, ensuring they understand the company's products, policies, and expectations.
2. Relationship Management: - Build and maintain strong relationships with existing distributors, serving as the main point of contact for all communication and support.
3. Performance Monitoring and Analysis: - Establish key performance indicators (KPIs) and measure performance data to identify areas for improvement and develop strategies to optimize sales and distribution efficiency.
4. Training and Development: - Provide training and support to distributors to enhance their product knowledge, sales skills, and customer expectations.
5. Contract Negotiation and Management: - Negotiate contracts, agreements, and terms of partnership with distributors, ensuring alignment with company objectives and legal requirements. - Manage contract renewals, amendments, and terminations as needed, maintaining clear communication and transparency throughout the process.
6. Market Analysis and Insights: - Conduct market research and analysis to identify trends, competitive threats, and opportunities within the distribution channel. - Gather feedback from distributors, customers, and other stakeholders to gain insights into market needs and preferences.

7. Continuous Improvement: - Continuously evaluate and refine distributor management processes and practices to drive efficiency and effectiveness. - Implement best practices and lessons learned to enhance the performance and value of the distributor network.

Preferred candidate profile

• Education: Any Graduation
• Experience: A minimum of 2-4 years of experience in Key account manager, sales, or business development, preferably within the HoReCa industry
• HoReCa Industry Knowledge: In-depth understanding of the HoReCa industry, including its dynamics, key players, and market trends and distributor handling
• Relationship Building Skills: Strong interpersonal skills and the ability to build and maintain relationships with distributors at various levels.
• Sales and Negotiation Skills: Proven track record of acquiring clients of Distributors or exceeding onboarding targets, excellent negotiation skills, and the ability to close deals effectively with both Clients and Distributors.
• Excellent Communication: Exceptional written and verbal communication skills, including the ability to deliver persuasive Calculations and proposals in their language.
• Result Orientation: Self-motivated, proactive, and results-driven, with the ability to work independently and as part of a team
• Flexibility and Adaptability: Willingness to travel frequently, adapt to changing market conditions, and work in a fast-paced environment
• Language: Knowledge of local language is mandatory