Business Development Manager / Account Manager – FMCG

Role Overview

The Business Development Manager / Account Manager will be responsible for driving revenue growth through acquisition of new business and management of key accounts within the FMCG sector. The role combines strategic sales, relationship management, and execution excellence to expand market share and strengthen brand presence across key distribution channels.

Key Responsibilities

1. Business Development & Revenue Growth

●       Identify and secure new business opportunities across retail, wholesale, and modern trade channels

●       Develop and execute sales strategies to achieve revenue and volume targets

●       Expand distribution networks and drive product penetration in assigned territories

●       Monitor market trends, competitor activity, and customer needs to inform commercial strategy

2. Key Account Management

●       Manage and grow relationships with key accounts (modern trade, distributors, wholesalers)

●       Negotiate trade terms, pricing, promotions, and contracts

●       Ensure optimal product listing, visibility, and shelf positioning across outlets

●       Drive joint business planning with key partners

3. Sales Operations & Execution

●       Oversee order management, forecasting, and stock availability in collaboration with supply chain teams

●       Track sales performance against targets and implement corrective actions where needed

●       Ensure execution of promotions, activations, and merchandising standards

4. Channel & Distributor Management

●       Appoint, onboard, and manage distributors and channel partners

●       Monitor distributor performance, margins, and route-to-market efficiency

●       Provide ongoing support, training, and performance reviews

5. Reporting & Analytics

●       Prepare regular sales reports, pipeline updates, and forecasts

●       Analyze performance data to identify growth opportunities and risks

●       Track KPIs such as revenue growth, market share, sell-through, and customer acquisition

Key Performance Indicators (KPIs)

●       Revenue and volume growth

●       New account acquisition

●       Key account growth and retention

●       Distribution coverage and market penetration

●       Trade execution and visibility metrics

Qualifications & Experience

●       Bachelor’s degree in Business, Marketing, or a related field

●       5+ years of experience in FMCG sales, business development, or account management

●       Proven track record in managing key accounts and delivering revenue growth

●       Strong understanding of FMCG distribution channels (modern trade, general trade, distributors)

●       Experience in negotiation, contract management, and trade marketing

Key Competencies

●       Strong commercial acumen and negotiation skills

●       Relationship management and stakeholder engagement

●       Data-driven decision-making and analytical skills

●       Execution focus and ability to operate in a fast-paced environment

●       Excellent communication and presentation skills

Preferred Experience

●       Experience working with multinational FMCG brands

●       Exposure to multi-region or multi-channel sales environments

●       Familiarity with CRM and sales tracking tools

What Success Looks Like in This Role

●       Consistent achievement of revenue targets

●       Strong, long-term partnerships with key accounts

●       Increased product visibility and distribution footprint

●       Efficient and scalable route-to-market strategy