Key Accounts Manager (KAM) | BIDCORO Africa Limited | FMCG Sales Careers in Kenya | Apply by 9th May 2025

Key Accounts Manager (KAM) | BIDCORO Africa Limited | FMCG Sales Careers in Kenya | Apply by 9th May 2025

ESSENTIAL JOB DETAILS

• Position: Key Accounts Manager (KAM)

• Employer: BIDCORO Africa Limited

• Location: Ruiru & Thika, Kenya

• Employment Type: Full-Time

• Experience Required: Minimum 5 Years in FMCG Sales, including 3 Years in Key Account Management

• Education Level: Bachelor’s Degree

• Industry: Fast-Moving Consumer Goods (FMCG)

• Application Mode: Email Submission

• Application Email: BELOW

• Application Deadline: Thursday, 9th May 2025, COB

• Reporting To: Head of Sales – BIDCORO

INTRODUCTION

Are you a driven and strategic sales professional with experience managing large retail and modern trade accounts in Kenya’s FMCG sector? Do you thrive in high-performance environments and have a passion for building long-term business relationships with retail partners?

BIDCORO Africa Limited, a strategic joint venture between BIDCO Africa Limited (Kenya) and CO-RO A/S (Denmark), is seeking an exceptional Key Accounts Manager (KAM) to oversee key retail partnerships and drive category performance for its growing portfolio of beverage brands.

This role is ideal for highly motivated individuals looking to take on a national sales role in a fast-growing, globally backed FMCG company committed to innovation, excellence, and sustainable growth.

ABOUT BIDCORO AFRICA LIMITED

BIDCORO Africa Limited began operations in November 2017 and serves as a co-packing, production, and export hub for some of Africa’s most recognized beverage brands.

A joint venture between BIDCO Africa Limited, a leading Kenyan FMCG conglomerate, and CO-RO A/S, a Danish multinational known for its iconic brands like Sunquick and Suntop, BIDCORO brings together deep market expertise and world-class manufacturing capabilities.

BIDCORO’s mission is to be a successful producer, co-packer, and export hub for brands both within and outside Africa—produced in East Africa by a highly motivated and competent team.

As part of our continued growth, we are looking to strengthen our sales division by bringing onboard a qualified and energetic Key Accounts Manager to support our long-term business objectives across Modern Trade.

ROLE PURPOSE

The Key Accounts Manager (KAM) will be responsible for:

• Developing long-term strategic partnerships with major modern trade (MT) accounts

• Implementing account-specific business plans that support revenue growth, customer satisfaction, and in-store excellence

• Enhancing category visibility and volume through focused relationship management and data-driven decision-making

• Coordinating execution activities with cross-functional teams to ensure the successful rollout of promotions, activations, and joint business plans

• Providing key insights to inform product placement, pricing, and promotional strategies for BIDCORO’s beverage portfolio

This role reports directly to the Head of Sales – BIDCORO and is a critical driver of the company’s performance in the competitive FMCG retail landscape in Kenya.

MAIN RESPONSIBILITIES

Strategic Account Management

• Develop and maintain long-term, mutually beneficial partnerships with assigned MT retail chains and distributors

• Lead the execution of annual Joint Business Plans (JBPs), including category reviews, promotional calendars, and trade terms agreements

• Negotiate contract terms, pricing, listing fees, and visibility commitments with buyers and retail planners

• Manage relationships at multiple levels within the customer’s organization, including commercial, marketing, and supply chain teams

Sales Performance and Growth

• Achieve monthly, quarterly, and annual sales targets across volume, value, and market share metrics

• Identify and develop new revenue opportunities through category expansion, range extension, and channel development

• Monitor competitor activities and pricing strategies, and recommend countermeasures to protect BIDCORO market share

• Optimize product assortment, pricing structures, and in-store execution to maximize shelf impact and purchase intent

Trade Marketing and Promotions

• Plan and execute effective in-store promotions, merchandising activities, and point-of-sale material deployment

• Track return on investment (ROI) of promotional activities and optimize trade spend allocation

• Liaise with marketing and brand teams to ensure alignment of trade initiatives with overall brand strategies

• Provide insights into shopper behavior and retail dynamics to enhance the effectiveness of activation plans

Analytics and Reporting

• Prepare weekly, monthly, and quarterly performance reports highlighting key KPIs, market trends, and business risks

• Analyze sales data, category performance, and customer feedback to inform decision-making

• Track customer compliance with JBPs, promotional execution, and payment timelines

• Utilize tools such as Excel, Power BI, or ERP systems to ensure timely and accurate reporting

Cross-Functional Collaboration

• Coordinate with supply chain and production teams to ensure product availability and timely deliveries

• Provide accurate sales forecasts to demand planning teams to support operational efficiency

• Work closely with finance teams to ensure credit limits, receivables, and payment terms are adhered to

• Act as the voice of the customer within BIDCORO to drive service excellence and innovation

QUALIFICATIONS, COMPETENCIES, AND EXPERIENCE

Academic and Professional Qualifications

• A Bachelor’s Degree in Sales, Marketing, Business Administration, or a related discipline

• Additional certifications in Key Account Management, Trade Marketing, or Strategic Selling are advantageous

Experience Requirements

• Minimum of 5 years of progressive experience in the FMCG sector

• At least 3 years of direct experience managing Key Accounts in a Modern Trade (MT) setting

• Proven track record in sales growth, customer development, and category management in the Kenyan retail landscape

Core Competencies and Skills

• Strong negotiation and influencing skills with senior-level buyers and decision-makers

• Excellent planning, execution, and time management capabilities

• Data-driven and comfortable with analyzing large sets of retail and sales data

• Strong communication and interpersonal skills

• High-level proficiency in Microsoft Office tools (Excel, PowerPoint, Outlook) and familiarity with ERP or CRM systems

• Commercial awareness and agility in responding to market changes

• Self-motivated, with a proactive mindset and a passion for exceeding targets

JOB LOCATION AND TRAVEL

• Base Location: BIDCORO Africa Limited, BIDCO Industrial Park, Ruiru off Ruiru-Kiambu Road

• The role will require at least 75% of the time to be spent in trade, conducting store visits, meetings, and in-market execution across Ruiru, Thika, and other retail hubs in Kenya

REMUNERATION AND BENEFITS

• Remuneration will be individually negotiated based on qualifications, relevant experience, and market benchmarks

• The package will include performance-based incentives, professional development opportunities, and access to employee support programs

• Additional benefits such as mileage reimbursement, mobile allowance, and travel expenses support will be provided based on company policy

APPLICATION PROCEDURE

If you believe you have the right combination of experience, skills, and ambition to thrive in this exciting Key Accounts role, we invite you to apply:

Step 1: Prepare a professional CV highlighting your key achievements in Key Account Management and FMCG sales performance

Step 2: Craft a compelling cover letter outlining why you are a perfect fit for BIDCORO and how you will contribute to brand growth

Step 3: Email your application to:
bca-recruitment@bidcoroafrica.com
Be sure to indicate the position title “Key Accounts Manager (KAM)” in the email subject line

Application Deadline: Thursday, 9th May 2025 – Close of Business

Only shortlisted candidates will be contacted for interviews.

COMPANY CULTURE AND VALUES

At BIDCORO, we pride ourselves on:

• Customer Focus: Delivering exceptional value to customers through innovative products and services

• Teamwork: Collaborating across functions and teams to drive shared success

• Excellence: Striving for quality, consistency, and best-in-class execution in all aspects of our business

• Accountability: Taking ownership of results and continuously improving our performance

• Integrity: Upholding high ethical standards in all business interactions

We are committed to creating a supportive and growth-oriented environment where every employee is empowered to succeed.

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