Offline Sales KAM

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Job Description

Key Account Manager – Offline Sales, Consumer Business Group (JG12)

Role Summary

The Key Account Manager – Offline Sales will be responsible for managing and growing strategic retail, distributors, and channel partner accounts for the Consumer Business Group in East China provinces and areas. The role focuses on enlarge offline channels, driving sales revenue, improving market share, strengthening customer relationships, executing trade plans, and ensuring effective in-store visibility and availability across offline channels.

Key Responsibilities

Area

Responsibilities

Key Account Management

Manage assigned key accounts, retail chains, distributors, and channel partners to achieve sales targets and business growth.

Sales Planning

Develop account-wise sales plans, forecasts, and growth strategies aligned with business objectives.

Revenue Growth

Drive primary and secondary sales, improve sell-through, and identify opportunities for category expansion.

Trade Execution

Execute promotional plans, product launches, pricing initiatives, and merchandising activities across offline channels.

Customer Relationship

Build strong relationships with distributors, vendors, category managers, store teams, and distributor stakeholders.

Business Reviews

Conduct regular account reviews, track performance metrics, and present insights to internal and external stakeholders.

Market Intelligence

Monitor competitor activities, pricing, assortment, promotions, and consumer trends in offline retail.

Channel Operations

Coordinate with supply chain, finance, marketing, and customer service teams to ensure smooth order fulfillment and issue resolution.

Visibility & Merchandising

Ensure proper product placement, planogram compliance, display execution, and brand visibility at retail points.

Collections & Compliance

Support timely collections, credit control, documentation, and adherence to company policies and commercial terms.

Required Qualifications

• Bachelor’s degree in Business, Marketing, Sales, or a related field.
• At least 10 years working experience in FMCG sales KAM or Area leader/managers positions with strong capabilities in sales channel growth mindset and experience.
• Experience managing key accounts, distributors, retail chains, or offline channel partners.

Required Skills

• Strong account management and negotiation skills.
• Good understanding of offline sales channels, retail operations, and trade marketing.
• Ability to analyze sales data, market trends, and account performance.
• Strong communication and stakeholder management skills.
• Commercial acumen with focus on revenue, margin, and market share growth.
• Proficiency in MS Excel, PowerPoint, CRM tools, and sales reporting systems.
• Ability to work cross-functionally with marketing, supply chain, finance, and operations teams.

Key Performance Indicators

• Sales revenue achievement versus target.
• Growth in key accounts and assigned territories.
• Product availability and distribution expansion.
• In-store visibility and merchandising execution.
• Promotion effectiveness and return on trade investment.
• Forecast accuracy and inventory health.
• Customer satisfaction and account relationship strength.
• Timely collections and commercial compliance.

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