A minimum of 8 years’ experience in Key Account Management or commercial business development within FMCG, with a proven track record of driving channel growth.
Proven leadership and people management capabilities, with demonstrated experience coaching, mentoring, and developing high-performing sales teams.
A Bachelor’s degree or university equivalent (an MBA or relevant advanced degree is considered an added advantage).
Strong commercial acumen and financial rigor, with expertise in joint business planning (JBP), revenue management, trade spend efficiency, and demand forecasting.
A collaborative mindset with exceptional negotiation, stakeholder management, and relationship-building skills to engage key retail partners at top-to-top levels.

Responsibilities?

Drive Quality Channel Growth: Deliver sustainable volume and value growth for the Modern Trade channel by creating, executing, and course-correcting short- and long-term customer plans via the demand planning process.
Customer Engagement & Strategic Partnerships: Establish Mars as the partner of choice across key accounts through robust customer engagement frameworks, business reviews, and Top-to-Top executive meetings.
Distributor Management: Collaborate closely with our Modern Trade distributor to align on strategic channel goals, co-deliver on Joint Business Plans (JBPs), and ensure seamless cross-functional support from the broader Mars organization.
Revenue & Trade Spend Management: Ensure disciplined execution of trade spend and channel revenue management principles to maximize ROI and profitability.
Team Leadership & Associate Development: Line manage and inspire an account team of 3 Key Account Managers, establishing clear objectives, measuring performance, and driving robust career development plans.

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