KEY ACCOUNTS MANAGER
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Job summary
Our client is the pioneering Kenyan enterprise transforming the tea-drinking culture through innovative flavoured teas and wellness infusions. The company serves a wide and growing market both locally and internationally. As part of its growth plans, the firm has identified an opportunity for an outstanding, ‘Key Accounts Manager’.
Min Qualification:
Bachelors
Experience Level:
Mid level
Experience Length:
6 years
Job descriptions & requirements
GENERAL JOB DESCRIPTION
This position has the overall responsibilities of:
1. Developing and on approval effectively implementing:
- The large format retail store channel business growth strategy
- The terms and conditions, Joint Business Plan, channel activity grid and other business driving tools in collaboration with other channel heads.
- Building and leveraging data, analytics and fact-based trade management process.
2. Leveraging channel strategy to achieve and surpass sales, distribution, 5P and customer profitability targets.
3. Develop and maintain strong trade relations at all levels, a clear understanding of developments in each account, store cluster and exploit all opportunities.
4. Awareness of and ability to effectively manage supply chain, debtors and other operational elements to diminish adverse impacts on the cash flow statement and support profitability.
5. Managing own- and third-party resources to the businesses best advantage in the channel.
SPECIFIC JOB RESPONSIBILITIES:
The Key Accounts Manager is responsible and accountable for the following Core job elements:
• Achieving sales targets, ensuring 100% distribution in all stores, 5P execution excellence
• Managing all key account contacts, top-to-top meetings and matters arising optimally
• Development, administration and successful execution of the Annual Joint Business Plan (targets, rebates, customer activity grids and others) to achieve account business goals.
• Servicing the key accounts and branches effectively. This includes branch to center orders, store merchandising standards, product training, credit control and debt collections, account growth plan implementation, relations building etc. To follow up internal processes to enable results.
• To secure store and chain data, conduct or direct analytics to surface actionable insights, to leverage with client. Close arising gaps and take advantage of all opportunities arising.
• To deliver the best advantage in chain and store promotions, temporary price reductions, communications.
• Ensure all staff are trained, able to, and implement the account strategy, terms and conditions and other best practice effectively. To train and support to ensure successful implementation.
• To implement ‘Class of trade’ strategies for each brand and SKU to the best advantage.
• To keep abreast of all developments in the channel, such as customer liquidity risks, competitor activity and to keep the business informed, advised of risks and opportunities accordingly.
• Ensure compliance with agreed trading terms, company policies, and governance standards across all assigned accounts.
EDUCATIONAL AND COLLATERAL REQUIREMENTS:
• An undergraduate degree from an accredited University with at least six years’ experience in various and progressively increasing sales responsibilities. Experience with a multinational environment preferred. Additional quality sales training is an added advantage.
• Demonstrated track record achieving sales targets, excellence in 5P field execution, good understanding of and current relationships with the large format retail trade at all levels.
Outstanding shopper and consumer knowledge, negotiations skills.
• Proof of JBP development and execution, surfacing analytics based impactful insights leading to exceptional strategic actions and results.
TUME consulting is interested in meeting candidates who meet the requirements above. Interested candidates should submit their applications on or before Monday, 9th March 2026.
Please note, only shortlisted candidates will be contacted.
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