Key Account Manager (Retail)

Job Description: Key Account Manager (Retail)

Reports: Head of East Africa

Location: Nairobi

Gross Salary: KSh 120,000

Role Purpose

Talent Grid Africa on behalf of their client in the retail industry is hiring a Key Account Manager. The Key Account Manager will drive revenue growth and commercial performance across the company’s strategic retail partners.

The role owns key account relationships end-to-end, ensuring disciplined execution of Joint Business Plans (JBPs), strong in-store execution, and sustainable business growth while acting as the commercial owner of assigned accounts.

Key Responsibilities

• Own and deliver revenue targets across assigned key retail accounts.
• Drive sustainable sales growth and maximize contribution from key accounts.
• Monitor account performance and implement corrective actions where necessary.
• Build and maintain strong, long-term relationships with strategic retail partners.
• Act as the primary point of contact and trusted advisor for assigned accounts.
• Identify opportunities to grow account value and deepen partnerships.
• Develop and execute Joint Business Plans with key retail partners.
• Ensure disciplined follow-through on agreed objectives, timelines, and deliverables.
• Track performance against JBP targets and drive accountability.
• Ensure compliance with agreed pricing, promotions, and distribution standards.
• Drive excellence in in-store execution, visibility, and merchandising.
• Monitor SKU performance and ensure optimal product availability.
• Expand product distribution across retail channels and outlets.
• Identify new growth opportunities within existing and new accounts.
• Strengthen brand presence and market penetration.
• Maintain a structured engagement cadence (weekly, monthly, quarterly reviews).
• Collaborate with internal teams (marketing, supply chain, finance) to deliver on account objectives.
• Provide regular updates and insights to senior leadership on account performance.

Key Requirements

• Bachelor’s degree in Business, Marketing, or a related field.
• 4–7+ years of experience in key account management, sales, or FMCG/retail environment.
• Proven track record in managing and growing strategic retail accounts.
• Experience in executing Joint Business Plans and driving commercial performance.
• Strong commercial and financial acumen
• Strategic relationship management and negotiation skills
• Data-driven and analytical mindset
• High ownership, accountability, and execution discipline

KEY PERFORMANCE INDICATORS (KPIs)

• Key Account Revenue Delivery
• Key Account Receivables Days (DSO)
• Joint Business Plan (JBP) Achievement
• SKU Unit Target Delivery
• Contribution of Key Accounts to Total Business