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

1. 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.

2. 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.

3. 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.

4. Market Intelligence & Reporting

• Provide timely and accurate demand forecasts by customer.
• Report market dynamics, competitor activities, and execution gaps to support decision-making.

5. 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.

6. 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.