Melvin Tea Key Accounts Manager Job in Kenya

Melvin Tea

Job Title: Key Accounts Manager

Reporting to: National Sales Manager

Department / Division: Sales & Marketing

Location: Head Office

Leadership Responsibilities: This role involves internal liaison at middle/ senior manager level and high level of cross functional support. The KAM is a key strategic contact between Melvins and trade partners and is expected to have high levels of respect/contact. Will also manage key accounts executives and associated resources and budgets.

Job Purpose: Implement the modern trade marketing & distribution strategy in the area. Ensure the effective and efficient utilization of resources. The job holder is also in charge of the driving the departments performance appraisal cycle.

Principle Accountabilities / Responsibility

1. Lead modern trade strategy formulation and implementation with cross functional teams whilst taking cognizance of market realities and overall business strategic intents.

Performance Measures

  • 100% achievement of sales target (volume and value)
  • 100% achievement of overall modern trade strategic intents.

2. Market coverage of the assigned outlets through robust journey planning to ensure availability across Melvin’s range of products. Own and manage Key Accounts quarterly engagements through JBP and frequent/ structured business reviews

Performance Measures

  • 100% achievement of sales target (volume and value)
  • 100% coverage as per set contact and coverage standards
  • 75% achievement of objective strike rate
  • 100% Journey Plan adherence

3. Support in recruitment of the Modern trade workforce, ensuring that it’s the right fit for 100% achievement of OTIFNE(On Time, In Full and Without Error) standards of modern trade sales orders

Performance Measures

  • 100% Fit for purpose organizational structure

4. Develop and manage sales planning and demand in consensus with cross functional teams: demand forecasting (based on historical data, market trends, competitive activity, promotional strategy and sales effort), managing the budget (sales operations) and sales promotion programs

Performance Measures

  • 100% adherence to set accuracy and timeliness standards

5. P&L accountability and direct customer management at a senior level within modern trade ensuring that cash collection is timely, contracts and procedures are written and negotiated in line with company procedures

Performance Measures

  • 100% Achievement of set budget objectives and agreed trading terms

6. Develop and manage key accounts Program and Business Plans with trade partners whilst maximizing Melvin’s Route to Market value chain and working to drive both volume “Push and “Pull” within both wholesalers and at the retail end.

Performance Measures

  • 100% JBP with key customers and key partners
  • 100% quarterly reviews and follow up

7. New business development. Entering into new modern trade markets and generating innovative ideas to capitalize on new opportunities. Manage modern trade sales and cross functional teams to Increase sales coverage area, strengthen presence locally and regionally.

Performance Measures

  • 100% Achievement of revenue targets
  • 100% achievement of set market development targets(market share, customer universe, OOS ,Product Assortment)

8. Implementation and review of modern trade pricing policy to ensure business competitiveness and profitability

Performance Measures

  • 100% timely and accurate availing of market data for pricing decisions

9. Building a coaching culture (through on the job coaching framework) based on the structured appointment and embedding the Melvin’s way of working) to ensure brilliant execution of sales activities leads to achievement of set performance targets. Manage, train, inform and motivate KAE in order to deliver trade marketing and distribution activities that are superior to competition in respect of both core and added value services.

Performance Measures

  • 50% of working time spent in the market coaching.
  • 100% submission of accompaniment forms

10. Drive a robust performance management program : cascade targets to the KAE team, timely reviews, coaching, course correction for continuous improvement and consequence management

Performance Measures

  • 100% adherence to evaluation calendar and submission of evaluation notes and feedback

11. Ensure that all products in the modern trade outlets adhere to Melvin’s planogram and oversee communication of all brand activities

Performance Measures

  • 100% achievement of set category management standards

Key Deliverables

  • Sales value
  • Sales volume
  • Business growth
  • Customer satisfaction
  • Employee productivity
  • Payment collection

Position Requirements

Education and Professional Experience

  • A graduate from a recognized university with a degree in business related fields.
  • 10 years F.M.C.G experience in sales with at least 4 years at managerial level and hands on experience in at least 30 Counties.
  • High level of numeracy and ability to understand and analyze.
  • Works and Manages well under pressure; flexible and adaptable
  • A clean driving license is essential.
  • Excellent communication, interpersonal and negotiation skills.
  • Exposure and experience with ERPs

Competencies (Knowledge, Skills and Abilities)

Key Competencies

  • Working with demanding customers
  • Operational Excellence
  • Creativity and Energy
  • Commercial Acumen



  • Production Department; highly dependable on their efficiency
  • Accounts Department; management information for decision making.
  • Sales Department: Analysis of sales


  • All modern trade accounts


  • Sales
  • Reporting

How to Apply

The applications to be submitted via

Sales and Marketing

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