National Key Account Manager – HORECA & Modern Trade at Sonia Foods Industries

Description

• We are seeking a results-driven National Key Account Manager (NKAM) with strong expertise in HORECA and modern trade sales management within the FMCG (foods) sector in Nigeria.
• The ideal candidate will have a proven track record of developing and managing key accounts nationally, building long-term customer relationships, and driving revenue growth through strategic partnerships.
• The NKAM will be responsible for developing and executing the national sales strategy across the HORECA and Modern Trade channels, managing key customer relationships, and ensuring strong execution at the point of sale.

Key Responsibilities

• Develop and implement strategic plans to achieve national sales targets across the HORECA and modern trade channels.
• Manage and grow key national accounts, including hotels, restaurants, catering companies, QSRs, supermarket chains, and modern trade outlets.
• Lead and mentor a team of key account executives/sales managers across major cities.
• Build and sustain strong, long-term relationships with key decision-makers, procurement heads, and distribution partners.
• Drive effective negotiations, pricing strategies, and promotional activities to maximize ROI and market share.
• Monitor customer performance, develop account-specific business plans, and ensure timely execution of joint business plans (JBPs).
• Collaborate closely with marketing, trade marketing, supply chain, and finance to ensure alignment with customer needs and internal objectives.
• Provide accurate sales forecasting, budgeting, and reporting to senior leadership.
• Conduct regular market visits and audits to ensure execution standards and customer satisfaction.
• Stay updated on market trends, competitive activities, and consumer insights to inform strategy and innovation.

Requirements

• Bachelor's degree in business administration, Marketing, or related field. An MBA is an added advantage.
• Minimum of 10 years of experience in key account management and HORECA Sales within the FMCG (foods) sector.
• At least 4 years in a national role managing large-scale HORECA and/or modern trade operations in Nigeria.
• Deep, well-established national sales networks and industry relationships across Nigeria’s key cities and regions.
• Strong understanding of the Nigerian FMCG market dynamics, distribution models, and consumption behavior.
• Proven experience in developing and executing national channel strategies.
• Excellent negotiation, presentation, and relationship management skills.
• Ability to lead and influence cross-functional teams and external partners.
• Willingness to travel nationally as required.

Key Competencies:

• Strategic thinking and commercial acumen
• Leadership and team development
• Customer-centric mindset
• Data-driven decision-making
• Strong communication and interpersonal skills
• High integrity and result orientation.