Agro Thai Foods

Consumer Products / FMCG

Key Account Manager (FMCG Company)

Views: 75|Published on: Sep 06, 2026|

Sales / Public Relations

Senior Level

Full Time

Vacancy: 15

Banepa, Birgunj, Biratnagar , Butwal, Bharatpur, Dang, Dhangadhi, Dhading, Janakpur, Lahan, Nepalgunj, Surkhet, Pokhara|

Experience: More than 4 years|

Not Disclosed

Job Description

Roles and responsibilities of this job

The Key Account Manager is responsible for managing and growing the company's business with major customers and strategic accounts, particularly Modern Trade chains, supermarkets, hypermarkets, wholesalers, institutional customers, e-commerce platforms, and other high-value accounts.

The role is responsible for sales targets, account development, negotiations, distribution, product availability, promotions, visibility, pricing, profitability, collections, and customer relationships.

The KAM acts as the key link between major customers and internal departments such as Sales, Marketing, Trade Marketing, Supply Chain, Finance, Warehouse, Logistics, and Management.

Department: Sales / Modern Trade / Key Accounts

Reports To: Head of Sales / National Sales Manager / Sales Director

Key Responsibilities

Key Account Management

Develop and maintain strong relationships with assigned key accounts.
Act as the primary contact for strategic customers.
Understand customer business objectives, requirements, and purchasing patterns.
Develop account-specific business plans.
Identify opportunities for increasing sales and market share.
Conduct regular customer meetings and business reviews.
Resolve customer issues quickly and professionally.

Sales Target Achievement

Develop monthly, quarterly, and annual sales plans for assigned accounts.
Achieve sales volume and revenue targets.
Monitor account-wise sales performance.
Analyze sales by:
o Brand
o SKU
o Category
o Outlet
o Customer
o Region
Identify sales gaps and implement corrective actions.
Develop plans for new product and SKU expansion.

Modern Trade Management

Manage relationships with supermarkets, hypermarkets, departmental stores, and retail chains.
Ensure product listings across relevant outlets.
Monitor store-wise sales and stock.
Ensure products are available and properly displayed.
Coordinate with store managers and category buyers.
Monitor planogram and shelf-space compliance.
Improve distribution and visibility across key outlets.

Customer Negotiation

Negotiate with key accounts regarding:
o Prices
o Trade margins
o Listing fees
o Promotions
o Discounts
o Rebates
o Visibility
o Shelf space
o Promotional displays
Ensure negotiations remain within company-approved policies and profitability targets.
Prepare commercial proposals for management approval.
Maintain proper documentation of agreements.

Annual Business Planning

Develop Joint Business Plans (JBP) with major customers.
Prepare annual sales and promotional plans.
Establish account-specific growth targets.
Identify category and SKU growth opportunities.
Develop plans for new store openings and geographic expansion.
Review account performance periodically against agreed plans.

Trade Promotion Management

Plan and implement customer-specific promotions.
Coordinate promotional calendars with key accounts.
Monitor:
o Discounts
o Price promotions
o Bundle offers
o Sampling
o In-store displays
o Seasonal campaigns
o Festival promotions
Ensure promotions are executed according to approved agreements.
Evaluate promotional effectiveness and ROI.

Product Listing & Distribution

Negotiate new product listings with key customers.
Maintain existing SKU listings.
Identify opportunities to expand the product portfolio.
Monitor SKU-wise availability.
Minimize out-of-stock situations.
Coordinate with Supply Chain and Warehouse teams to ensure timely replenishment.

Merchandising & Visibility

Ensure strong product visibility at key accounts.
Monitor shelf share and product positioning.
Ensure approved POSM is properly implemented.
Coordinate with merchandisers and field teams.
Monitor competitor shelf presence and promotional activity.
Conduct regular store visits.

Pricing & Profitability

Monitor customer pricing and trade margins.
Ensure selling prices comply with approved company policies.
Analyze account profitability.
Monitor promotional costs and trade spend.
Identify opportunities to improve gross margin.
Ensure commercial decisions support profitable growth.

Inventory & Supply Coordination

Monitor customer stock levels.
Forecast demand by account and SKU.
Coordinate with Supply Chain and Warehouse teams.
Ensure timely order processing and delivery.
Monitor stock-outs, excess stock, and slow-moving products.
Manage issues related to damaged, expired, or near-expiry products.

Order Management

Monitor customer purchase orders.
Coordinate order processing with Sales Operations and Supply Chain.
Follow up on pending orders and deliveries.
Resolve order discrepancies.
Monitor fill rates and delivery performance.
Ensure customer requirements are communicated clearly to internal teams.

Collection & Credit Management

Monitor customer outstanding balances.
Ensure timely collection of receivables.
Follow up on overdue payments.
Coordinate with Finance on account reconciliation.
Monitor credit limits and payment terms.
Escalate high-risk or overdue accounts to management.

Customer Complaint Management

Handle key account complaints and issues.
Coordinate with Quality, Supply Chain, Warehouse, and Finance to resolve problems.
Follow up until the issue is completely resolved.
Maintain records of customer complaints.
Identify recurring problems and recommend corrective actions.

Market & Competitor Intelligence

Monitor competitor:
o Prices
o Promotions
o New products
o Packaging
o Distribution
o Shelf positioning
o Trade schemes
Monitor changing customer requirements.
Identify market trends and business opportunities.
Provide regular market intelligence to Sales and Marketing management.

New Product Launches

Coordinate product launches within assigned key accounts.
Obtain necessary product listings and approvals.
Ensure stock availability before launch.
Coordinate displays, promotions, and visibility.
Monitor launch performance.
Prepare post-launch reports.

E-Commerce & Digital Accounts

Where applicable:

Manage online retail/e-commerce accounts.
Ensure product listings, pricing, images, descriptions, and availability are accurate.
Monitor online promotions and visibility.
Track online sales performance.
Coordinate with Digital Marketing and Supply Chain teams.

Internal Coordination

Work closely with:

Sales
Marketing
Brand Management
Trade Marketing
Supply Chain
Warehouse
Logistics
Finance
Procurement
Quality Assurance
Customer Service
Management
Ensure customer requirements are communicated clearly and implemented on time.

Job Specification

Required qualifications for this job

Required Education Level:Under Graduate (Bachelor)

Required Experience:More than 4 years

Other Specification

Key Performance Indicators (KPIs)

1. Sales KPIs

Achievement of sales target.
Sales growth by key account.
Volume growth.
Revenue growth.
Category growth.
SKU-wise sales achievement.

2. Distribution KPIs

Number of active outlets.
Numeric distribution.
Weighted distribution.
SKU availability.
New listings.
New outlet/customer development.
Commercial KPIs
Account profitability.
Gross margin.
Trade-spend efficiency.
Promotional ROI.
Achievement of negotiated commercial terms.

3. Execution KPIs

On-shelf availability.
Fill rate.
Planogram compliance.
Shelf visibility.
Promotion execution.
Out-of-stock reduction.

4. Collection KPIs

Collection achievement.
Outstanding receivables.
Overdue reduction.
Credit-limit compliance.

5. Customer KPIs

Customer satisfaction.
Complaint-resolution time.
Customer retention.
Account growth.

Qualifications

Bachelor's degree in Business Administration, Marketing, Sales, Management, Commerce, or a related field. MBA is an advantage.
4–8 years of sales experience, preferably in FMCG.
At least 2–3 years of experience in Key Account Management / Modern Trade is preferred.
Experience handling major supermarket chains, retail chains, distributors, or institutional customers is an advantage.

Required Skills

Commercial Skills

Strong negotiation skills.
Account-management skills.
Sales planning and forecasting.
Trade-promotion management.
Pricing and profitability analysis.
Customer relationship management.

Analytical Skills

Strong Excel skills.
Sales and business analysis.
Understanding of sales KPIs and dashboards.
Ability to analyze customer profitability.
Forecasting and budgeting skills.

Communication Skills

Excellent verbal and written communication.
Strong presentation skills.
Ability to communicate with senior buyers and management.
Strong interpersonal and relationship-building skills.

FMCG Knowledge

Understanding of FMCG distribution.
Knowledge of Modern Trade.
Understanding of retail operations.
Knowledge of merchandising and category management.
Understanding of trade promotions and commercial terms.
Knowledge of product lifecycle and SKU management.

Other

Strong business acumen.
Target-oriented mindset.
Strong problem-solving ability.
Good negotiation and influencing skills.
Ability to work under pressure.
Willingness to travel for customer and store visits.

Ideal Candidate Profile

The ideal Key Account Manager should be a commercially strong, target-oriented, relationship-focused, and analytical professional who can develop strategic customers while delivering profitable sales growth.

The person should be able to manage the complete key-account cycle:

Customer Planning → Negotiation → Listing → Order → Supply → Merchandising → Promotion → Sales → Collection → Business Review

The KAM should focus not only on sales volume, but also on profitability, customer relationships, distribution, product availability, trade spending, and long-term account growth.

Skills Required

Required skills for this job

Negotiation

Reporting

Interpersonal Skills

Customer Relationship Management

Sales Strategy

Salary

Offered financial and non-financial compensation for this job

Offered Salary:Not Disclosed

Applying Procedure

Click on Login to Apply and apply to this job via your jobseeker profile with easy apply process.

Note: You need to have merojob registered jobseeker profile to apply via your profile.

Apply Before: Sep 21, 2026

About the organization

Agro Thai Foods

Consumer Products / FMCG

Kathmandu

At Aagro Thai Foods, we are driven by a simple belief: beverages should do more than just quench thirst—they should fuel your lifestyle.

We specialize in crafting a dynamic range of energy drinks, sports drinks, mixers, and carbonated soft drinks designed for both everyday consumers and performance-driven individuals. Whether you’re pushing your limits or simply looking for a refreshing pick-me-up, our products are built to deliver.

Our focus lies in combining high-quality ingredients with innovative flavors to create beverages that energize, hydrate, and restore. Each product is carefully formulated to provide the right balance of electrolytes and functional benefits, helping you stay active, refreshed, and ready for what’s next.

At the same time, we are committed to offering safer and smarter alternatives to traditional sugary soft drinks. Health, taste, and performance remain at the core of everything we create.

From bold energy boosts to refreshing fruit blends, Agro Thai Foods opens the door to a world of flavors crafted for every mood, every moment, and every lifestyle.

We don’t just make drinks—we create experiences that fuel lifestyles.

More Jobs from this Organization

Export Manager

Agro Thai Foods

Not Disclosed

Kathmandu Headquater

Why Create a Profile?

Get Personalized Job Recommendations
Apply Faster with Saved Details
Showcase Your Skills to Top Employers

Stand out and boost your chances of getting hired!

More Jobs By this Organization

Export Manager

Deadline: Sep 19, 2026

Similar JobsPowered by Merojob AI

Deadline: Sep 14, 2026

Agro Thai Foods

Key Account Manager (FMCG Company)