Main Responsibility

The Regional Key Account Manager is responsible for managing and developing strategic national and regional Key Accounts within the assigned region. The role drives revenue growth ensures flawless in-store execution and builds long-term customer partnerships through tailored business plans. The RKAM serves as the primary liaison between National KAM, distributor teams, merchandising agencies, and regional customers to ensure alignment and seamless execution of business priorities.

Key Responsibilities

Account Management & Relationship Building

• Build and maintain strong customer relationships with key stakeholders at regional and store cluster levels.
• Conduct monthly business reviews to assess performance, identify risks, and unlock growth opportunities.
• Perform weekly field visits to key branches to validate execution, address issues, and strengthen customer ties.
• Ensure sales strategies and plans are executed in full and on time to achieve established sales targets within the designated region.
• Serve as the main point of contact for national/regional KA partners within the region

Strategic planning & execution

• Identify customer needs and sales gaps; develop strategies to close performance gaps at stores, cluster, and banner levels.
• Act as operational link between National KAMs, distributor sales teams, merchandising, and operations.
• Maintain strong understanding of customer’s ordering processes, merchandising standards, and supply chain routines.
• Possess deep product knowledge and full understanding of the account’s commercial drivers and operations.
• Resolve customer issues quickly to ensure high service satisfaction.
• Represent the company in regional trade events, category discussions, and customer meetings.

In-Store Execution & Perfect Store Delivery

• Drive 4Ps execution across key regional stores (Product, Price, Place, Promotion).
• Monitor OSA, planogram compliance, promotional execution, and visibility KPIs weekly.
• Validate distributor and merchandising compliance through store audits and execution checklists.
• Ensure timely deployment of new products, price updates, and promotional materials.
• Provide actionable insights from branch visits to improve execution quality.

Leadership & Distributor/Field Team Management

• Coach and motivate distributor sales teams and merchandising frontliners to execute regional sales strategy.
• Build capability in selling, negotiation, 4P execution, and in‑store operations.
• Oversee sales support activities, including SFA usage, route planning, and sales reporting.
• Ensure compliance with company sales strategy, governance, and standards.
• Cascade SRM and ABP targets with clear direction to distributor teams.
• Lead sales growth, distribution expansion, and marketing/trade program execution.
• Conduct joint business negotiations with key regional customers.
• Monitor competition and market trends to refine execution strategies

Reporting & Communication

• Monitor regional performance and reallocate resources to maximize results.
• Consolidate weekly reporting on stock levels, speed-to-market, and store feedback.
• Evaluate the effectiveness of sales activities and adjust strategies (upon alignment with superior) to meet or exceed sales targets.
• Regularly communicate with higher management on sales performance, challenges and opportunities.
• Provide detailed and timely reports on the activities and outcomes of the sales team.