Retail Key Account Specialist

Deskripsi pekerjaan Retail Key Account Specialist Project 1945

Key Responsibilities

Retail Partner Acquisition — Identify, approach, and onboard new retail partners across Modern Trade (OH!Some, MSBB, Waytoglow) and General Trade (independent stores, traditional distributors). Prepare partnership proposals, negotiate initial terms (DP/Consign/MT/GT), and coordinate smooth onboarding with the Ops team.

Active Account Management — Serve as the single point of contact for all active retail partners — managing day-to-day relationships: product availability, delivery coordination, payment follow-up, and issue resolution. Keep every account healthy and every partner feeling supported.

Account Growth & Expansion — Identify and pursue growth opportunities within each active account — SKU listing expansion, additional shelf space, or entry into new branches within the same partner network. Build deep understanding of each buyer’s business targets and turn that into relevant, well-timed growth proposals.

Sell-Through Monitoring & Restock — Track sell-through performance per account regularly. Proactively flag slow-moving risks and propose corrective actions (re-promotion, bundling, reorder). Coordinate with Inventory to ensure restocking happens before stockouts occur.

Performance Reporting & Analysis — Prepare weekly and monthly account performance reports: sell-out data, revenue contribution per account, and new partner pipeline. Deliver actionable insights to the Retail & Brand Activation Lead to support strategic decisions.

Terms Negotiation & Contract Administration — Support negotiation of business terms with retail partners: margin, listing fees, consignment vs. direct purchase, and partnership duration. Maintain clean deal documentation and loop in HR/Legal when formal contracts are required.

Cross-Team Coordination — Work closely with Ops (fulfilment & delivery), Inventory (stock & planning), Brand (in-store materials), and Finance (invoicing & settlement) to ensure end-to-end smooth retail execution — from order to shelf.

Qualifications

• Min. Bachelor’s — Management, Marketing, Business, or related field.
• Min. 2 years in retail sales or key account management — FMCG, beauty, lifestyle, or fragrance preferred.
• Active relationships or an existing network with MT and/or GT buyers and retailers.
• Experience managing both MT and GT accounts within one role is a strong plus.
• Technical Skills
• Comfortable negotiating business terms: margin, listing fees, consignment, and direct purchase models (DP/Consign/MT/GT).

Able to build account performance reports and read sell-through data. Proficient in Excel or Google Sheets — pivot tables and basic dashboards required.

• Familiar with Odoo or BigSeller — strong plus.
• Prior management of Sociolla, OH!Some, or comparable MT accounts — strong plus.
• Leadership & Soft Skills
• Communicative and proactive — able to manage multiple accounts simultaneously without dropping the ball on any of them.
• Comfortable working cross-functionally — able to translate retail realities into language relevant for Ops, Inventory, Finance, and Brand.
• Results-oriented and accountable — you follow through on commitments without needing to be chased.
• Excited to build retail distribution from the ground up — not just manage accounts that are already running smoothly.