National Key Account Manager

Main Responsibility

Drives sustainable, profitable growth for Beiersdorf brands across national customers through strategic account planning, commercial leadership, and strong in‑store execution. Owns assigned accounts, delivering top-line growth, disciplined trade spend, and partnerships aligned with Beiersdorf’s values and long-term objectives..

Responsibilities

Key Responsibilities

Account Management & Relationship Building

• Develop and execute Joint Business Plans (JBPs) with national key accounts to drive sustainable growth.
• Lead sales execution across assortment, distribution, pricing, and in‑store activation.
• Act as the primary strategic partner for key accounts, ensuring strong relationships, customer satisfaction, and representation of Beiersdorf’s values.

• Own full P&L responsibility for assigned accounts, including net sales, gross-to-net, and trade investment effectiveness.
• Lead commercial negotiations, including trading terms, pricing, promotions, listings, and customer programs.
• Trade spend management, ROI tracking, and compliance with internal commercial governance.
• Manage Accounts Receivables (AR), collections, and AP/AR reconciliation.

• Drive excellence in distribution, shelving, availability, and pricing across accounts nationwide.
• Work closely with field sales and distributor teams to ensure flawless execution of agreed customer plans.
• Monitor sales performance versus targets and proactively implement corrective actions when required.
• Ensure accurate delivery of products and effective inventory management in stores and/or central warehouses.
• Ensure adherence to the company’s sales strategies and in-store 4Ps execution standards.

• Develop and implement strategic account plans to achieve sales, profitability, and market share targets.
• Grow sales through joint business planning with key customers and by identifying new business opportunities and market trends.
• Analyze and monitor sales data, market trends, and competitive insights to recommend tailored solutions.
• Monitor KPIs and provide sales forecasts, budgets, new project updates, and product pipeline updates to the leadership team.

• Collaborate with Marketing, S&CM, Sales Operations, Supply Chain, and Finance to meet customer and business needs.
• Coordinate product launches, promotions, and customer programs with sales and merchandising teams.
• Align forecasting and demand planning to ensure high service levels.
• Serve as the voice of the customer by sharing insights and opportunities cross-functionally.

• Analyze sell-in, sell-out, and shopper data to drive data-backed decisions.
• Track competitive activities and modern trade trends to anticipate risks and unlock growth opportunities.
• Recommend innovation listings, exclusivities, and tailored shopper solutions for customers.

• Lead and coach Distributor KAMs/KAEs and merchandising teams to achieve sales targets and in‑store 4Ps excellence.
• Oversee daily sales support and planning, including SAF and performance tracking.
• Ensure adherence to sales strategies, governance, and integrity standards.
• Monitor market and competitive dynamics to continuously refine sales approaches
• Provide regular branch updates, particularly on speed‑to‑market and stock issues.

Skills

Knowlege, Skills & Experien

• Diploma/Bachelor degree or higher in Business, Marketing, Sales, Business development or other related fields.
• 5-8 years of account management or sales experience, preferable with national or major key accounts in the country.
• Track record of managing large, complex customers and achieving revenue goals.
• Strong analytical, business acumen, negotiations and strategic thinking skills.
• Excellent communication, presentation and relationship-building activities.
• Computer literacy in MS Office
• Good command in English both spoken and written.