Trade Key Account Manager
Drive trade sales growth by securing new accounts, managing distributors, negotiating deals and growing profitable partnerships.
Role overview
We are looking for commercially driven Key Trade Account Managers to grow Upbound’s sales and distribution across assigned trade channels.
You will own the commercial relationship with your distributors / direct accounts—from identifying opportunities and securing listings to negotiating trading terms, driving repeat orders and delivering profitable sales growth. This is a hands-on sales role requiring both new business acquisition and ongoing account development.
Key responsibilities
New business and distribution expansion
Identify, prospect and secure new retail groups, trade accounts and relevant distribution partners within the assigned channel.
Build relationships with buyers, category managers, procurement teams and business owners.
Lead product presentations, commercial proposals, negotiations and account onboarding.
Build and maintain a qualified sales pipeline with clear next steps, expected order values and listing timelines.
Key account management
Act as the main commercial contact for assigned accounts.
Develop account plans covering sales targets, product listings, outlet expansion, promotions and reorder growth.
Conduct regular account reviews to identify opportunities and resolve commercial issues.
Develop productive relationships at both head-office and outlet level, as appropriate.
Sales and profitability
Deliver agreed revenue, volume, distribution and gross-margin targets.
Negotiate pricing, listing fees, rebates, payment terms and promotional support within approved limits.
Evaluate commercial opportunities against their costs and expected returns.
Monitor deductions, returns and overdue payments, coordinating resolution with Finance and relevant teams.
Trade promotions and sell-through
Develop account-specific promotional plans with Marketing and Trade Execution.
Secure promotional participation, product visibility and secondary placements where commercially justified.
Review sell-in, sell-through and reorder trends to improve account performance.
Translate buyer and shopper feedback into practical commercial recommendations.
Forecasting and cross-functional coordination
Prepare sales forecasts and communicate promotional demand and new-listing requirements.
Work with Operations and Trade Execution on stock readiness, fulfilment and outlet launches.
Provide a clear handover of agreed trading terms, listing requirements and promotional commitments.
Remain accountable for the commercial relationship while partnering with the execution team on delivery.
Proposed performance measures
Net sales and gross-margin achievement.
New accounts, listings and active outlets secured.
Repeat orders and growth within existing accounts.
Trade-spend effectiveness and promotional performance.
Forecast accuracy and overdue-receivables follow-up.
Requirements
Typically 3–6 years of relevant FMCG, beverage or consumer-product sales experience, including key account management or business development.
Proven success securing new accounts, negotiating listings and growing existing customers.
Strong understanding of the assigned channel’s buying process, trading terms and promotional mechanics.
Commercial confidence in pricing, margins, trade investment and sales forecasting.
Strong negotiation, presentation, relationship-management and follow-through skills.
Comfortable with regular customer visits and travel within the assigned territory.
Relevant buyer relationships are an advantage; demonstrated sales results are essential.
- Department
- UPBOUND
- Location
- ELIT HQ
- Employment type
- Full-time