Key Account Manager

Channel: Modern Trade (Key Account) Residential Air Conditioners (RAC)

Department: Sales

Location: Ho Chi Minh City (frequent travel to stores & RDCs (Regional Distribution Center)

Reports to: VP, Sales

1. Job Purpose

This role manages the full sales cycle with modern-trade retailers, from understanding buyer needs to delivering tailored products and promotion plans while ensuring customer satisfaction and achieving revenue targets. Acting as a trusted advisor to the retailer, the Key Account Manager builds long-term partnerships and strengthens market position and business growth.

2. Key Responsibilities

Account Management & Sales Execution:

• Manage a portfolio of key retail chains and serve as the primary point of contact. Understand business objectives and co-create customized plans with trade marketing, supply, and product teams.

• Meet or exceed sales and growth targets within assigned accounts. Prepare and deliver presentations, proposals, and quotations.

Relationship Building & Retention:

• Establish and maintain relationships with decision-makers and influencers (buying, operations, pricing).

• Ensure satisfaction through regular check-ins, reviews, and prompt issue resolution. Identify opportunities for upselling, range expansion, and display/promo upgrades.

Cross-Functional Collaboration:

• Coordinate with internal teams including logistics, finance, marketing, and after-sales to ensure smooth delivery, compliant pricing/promotion, and post-sale service.

• Share retailer feedback to improve assortments, promotions, and service levels.

Reporting & Forecasting:

• Maintain accurate sales records and pipeline updates in the CRM system.

• Prepare forecasts and sales reports to provide clear visibility for leadership.

• Bachelor’s degree (Business/ Marketing/ Engineering preferred).

• 5-7+ years in Modern Trade/ Key Account management for Home Appliances/ Air Conditioners products; national chain management experience.

• Demonstrated working experience and strong relationships within the Điện Máy Xanh (DMX) system (buyers/category & ops).

• Proven JBP negotiation & nationwide listing track record; strong commercial acumen (P&L, trade terms, rebate structures).

• Data driven (advanced Excel/Sheets; retail dashboards; basic GfK/panel literacy).

• Vietnamese fluency; English sufficient for regional alignment.

Core Competencies

• Strategic account planning • Negotiation & influence • Analytical/forecasting • Store-level execution excellence • Relationship building • Ownership & integrity • Agility in peak season