Key Account Manager

An International company is looking for KAM, area of responsilibities Central Asia, location: Almaty.

Home-office

Purpose of the Position

• Strengthen and expand company’s market position across the Central Asia region within both the Food Service (FS) and Retail (RT) channels.
• Represent company in all commercial interactions and negotiations with international, regional, and national customers.
• Develop and acquire new strategic customers within the FS and RT channels.
• Collaborate closely with internal and external stakeholders to ensure the effective execution of day-to-day business operations.
• Increase awareness and visibility of company's products through effective product positioning, customer training sessions, and masterclasses.
• Partner with customers to optimize product portfolio selection and category development.
• Implement appropriate pricing strategies in designated markets to enhance profitability and maintain targeted net margin levels.
• Establish and maintain strong relationships with distributors and key customers.
• Coordinate and manage effective three-party cooperation between distributors, customers, and company.
• Ensure successful implementation and execution of commercial agreements within assigned markets.
• Continuously monitor market developments and key accounts while expanding the database of prospective customers.
• Oversee product flow, commercial settlements, and contractual compliance for key accounts.
• Support the effective adaptation and implementation of company’s Retail Strategy to local market conditions.
• Monitor sales performance and proactively recommend solutions to drive sales growth among directly managed customers.

Key Areas of Responsibility

Customer Management

• Identify and develop new customers within national and regional Food Service and Retail chains.
• Manage and strengthen relationships with existing key customers.
• Propose, gain approval for, and execute sales and promotional initiatives for strategic end customers.
• Recommend adjustments to warehouse agreements, investment agreements, pricing structures, sales tools, and budget support.
• Actively participate in strategic and operational business meetings.
• Coordinate business activities with production facility in China.
• Deliver distribution, sales, and profitability targets in line with Sales Manager CIS objectives.
• Achieve agreed margin targets across assigned customers and contracts.
• Continuously assess market opportunities and customer potential.
• Lead negotiations and establish cooperation agreements with new indirect customers and key regional or national chains.
• Ensure adherence to commercial agreements and contractual terms.
• Maintain regular and proactive communication with customers.
• Support sales development through strategic distributor partnerships.
• Initiate and execute customer-specific promotions as well as centrally developed Aviko promotional programs.
• Drive the implementation of category concepts, product launches, and promotional activities within food service chains.
• Execute approved customer investment programs.
• Plan and implement promotional activities within strategic accounts.

Cross-Functional Collaboration

• Cooperate closely with Sales, Customer Service, Quality, Marketing, Finance, Logistics, and Contract Management teams to ensure effective execution of business objectives.
• Participate in customer presentations, product demonstrations, training sessions, and product testing activities.
• Support Marketing initiatives related to product launches, promotional campaigns, sales concepts, and market communication.
• Work with Finance and Controlling teams to assess profitability, evaluate investment returns, and manage expense settlements.
• Coordinate with Logistics to ensure high-quality and on-time product deliveries.
• Collaborate with Quality teams on product quality assurance and complaint resolution.
• Support contract preparation and administration together with the Contract Specialist.
• Partner with Customer Service to ensure accurate invoicing, pricing, discount management, and order execution.

Sales Performance Management

• Analyze distribution and sales performance against agreed targets.
• Monitor and optimize promotional and investment expenditures.
• Track competitor activities and provide timely market intelligence.
• Prepare and submit reports in accordance with Sales Manager CIS requirements.
• Maintain accurate and up-to-date customer records within Salesforce.
• Ensure completion and accuracy of all documentation related to customer contracts.
• Manage the implementation and reporting of promotional and investment activities following the required approval process.
• Maintain records of customer investments, promotional materials, and related assets.
• Monitor contract compliance and implementation across customer locations.
• Contribute to the development of local product concepts and sales initiatives.
• Represent at industry events, conferences, and trade meetings.

Key Accountabilities

• Accuracy and effectiveness of customer investment calculations.
• Delivery of agreed margin targets across assigned accounts.
• Management, enforcement, and settlement of customer contracts.
• Administration and settlement of promotional activities and free-of-charge products.
• Protection and confidentiality of company data and business information.

Access to Information and Systems

• CIS Retail Strategy and operational plans (within the required scope).
• Salesforce customer database.
• Gastro Calculator (full access).
• Pricing information for POS materials and related services (within the required scope).
• Customer and product profitability data.
• Investment agreement database (within the required scope).
• Direct logistics cost information.
• Tender-related data and commercial offers (within the required scope).

Decision-Making Authority

• Recommend customer contracts and investment agreements for approval by the supervisor.
• Request product samples following supervisor approval.
• Confirm and implement local promotional activities after obtaining relevant approvals.
• Initiate customer-specific promotional activities aligned with commercial opportunities and customer requirements.

Skills, Knowledge and Experience

Skills

• Strategic thinking and commercial acumen.
• Strong project management and execution capabilities.
• High degree of autonomy and excellent organizational skills.
• Results-oriented mindset with a proven ability to achieve objectives.
• Creativity and problem-solving ability.
• Strong analytical capabilities.
• Relationship-building and stakeholder management skills.
• Advanced negotiation and influencing skills.
• Ability to collaborate effectively across functions and with external partners.
• Flexibility and willingness to travel extensively within the region.
• Proficiency in CRM systems and sales methodologies.
• Strong presentation, training, and public-speaking skills.
• Fluent communication skills in English and Russian (required).
• Advanced proficiency in Microsoft Office applications.
• Valid Category B driving licence.

Experience

• Minimum of 3 years of experience in sales, key account management, or a comparable commercial role.
• Experience working with distributors and distributor sales teams.
• Proven experience within the FMCG sector.

Knowledge

• Comprehensive understanding of the Food Service and Retail markets.
• Category Management principles and practices.
• Product portfolio and manufacturing processes.
• FMCG and frozen food market dynamics.
• Competitive landscape and market trends.
• Financial principles related to customer profitability and commercial agreements.