Key Responsibilities

• Key Account Management & Business Planning

Develop and execute annual account plans for key customers, including sales performance by store, product distribution, product assortment, and new product listings.

Prepare and lead Quarterly Business Reviews (QBRs) with key accounts by reviewing business plans, year-to-date performance, campaign effectiveness, business opportunities, and key challenges.

Build and maintain strong, long-term relationships with key customers and principals, serving as a trusted business partner.

Analyze market trends, customer insights, and competitor activities to identify new business opportunities and recommend growth strategies.

• Sales Performance & Commercial Management

Drive sales performance to achieve assigned sales targets and business objectives.

Develop and implement pricing and Gross-to-Net (GTN) strategies to optimize sales, profitability, and overall business performance across key accounts.

Analyze sales performance, promotional effectiveness, trade investments, and return on investment (ROI) to optimize trade spending and maximize business results.

Conduct Category Health Checks and recommend initiatives to improve category performance, product assortment, distribution, and sales growth.

• Customer & Store Execution

Monitor sales performance, product distribution, merchandising standards, in-store display execution, and Days Sales Outstanding (DSO) to ensure compliance with company standards.

Conduct regular customer and store visits to monitor execution, identify business opportunities, and resolve operational issues.

Ensure timely payment collection and follow up on outstanding receivables.

Coordinate and monitor promotional activities to ensure effective execution at the store level.

• Business Analysis & Reporting

Analyze sales data, market trends, competitor activities, and customer insights to support strategic business decisions.

Prepare, review, and present business reports, including:

Quarterly Business Reviews (QBRs)

Campaign Evaluation Reports

Daily Sales Reports

Provide timely, accurate business insights, forecasts, and recommendations to support management decision-making.

• Leadership & Cross-functional Collaboration

Coach, support, and develop the Sales and Merchandising teams through regular field visits.

Collaborate closely with cross-functional teams to resolve business and operational issues and ensure effective execution of business plans.

Share market intelligence, customer insights, and business opportunities with internal stakeholders and principals to support sustainable business growth.

Qualifications

Experience: Minimum 4–6 years of experience in Sales or Key Account Management within the FMCG, Beauty, or Skin Care industry.

Channel Expertise: Proven experience in managing Beauty multi-brand stores and/or Modern Trade channels.

Commercial & Negotiation Skills: Proven track record in successful commercial negotiations, including trade terms, promotional planning, and budget management.

Analytical Skills: Proficient in analyzing sales performance, account-level P&L, and commercial data to identify opportunities and drive business growth.

Technical Skills: Strong proficiency in Microsoft Excel, including VLOOKUP, Pivot Table, and sales data analysis and calculation.

Personal Attributes: Open-minded, flexible, and a collaborative team player with strong communication and problem-solving skills.