Head of National Key Account

Location: China
Industry: FMCG/ MNC
Reports to: GM
Team: KA Managers

About the Role

As the National Key Account Head, you will lead the overall strategy, growth, and profitability of national modern trade customers across China. You will own full P&L and negotiation responsibilities for major retail groups, driving sustainable business expansion for our market‑leading snack portfolio. This is a highly visible, strategic leadership role within a global FMCG organization.

Key Responsibilities

1. Strategic Account Leadership

• Develop and execute national KA strategies aligned with company growth objectives.
• Build annual JBP (Joint Business Plans) with top retailers including hypermarkets, supermarkets, CVS, and e-commerce key accounts.
• Drive long‑term partnerships with key customers to maximize category penetration and market share.

2. Business & P&L Management

• Lead full account P&L, ensuring profitable growth and optimized trade investment.
• Manage pricing strategies, promotional budgets, and ROI analysis.
• Track and forecast monthly sales performance to ensure delivery of revenue, volume, and profit targets.

3. Customer Negotiation & Relationship Management

• Lead annual and in‑year negotiations on trading terms, listings, promotions, and contracts.
• Strengthen senior‑level relationships with national retailers, distributors, and partners.
• Drive cross-functional alignment to deliver superior customer experience.

4. Team Leadership & Capability Building

• Lead, coach, and develop a high‑performing KA team nationwide.
• Build strong collaboration with Trade Marketing, Supply Chain, Finance, and Category teams.
• Develop a performance-driven culture with clear KPIs and execution excellence.

5. Market Insights & Category Growth

• Analyze market trends, shopper insights, and competitor activities to identify growth opportunities.
• Guide category management and in-store activation strategies to enhance brand visibility.
• Partner with marketing to develop customer‑specific programs and innovations.

6. Operational Excellence

• Ensure accurate demand planning and supply chain coordination to maintain high service levels.
• Monitor in-store execution, distribution, and display quality across all national accounts.
• Ensure compliance with all internal policies and local regulations.

Qualifications & Requirements

• Bachelor’s degree or above（211 above） 
• 8+ years of experience in FMCG sales, with at least 3 years in KA leadership within global brands (snacks, food, beverage preferred).
• Strong P&L management and national customer negotiation experience.
• Demonstrated success managing large MT retailers (e.g., Walmart, Yonghui, Sam’s Club, Ole, HEMA, RT-Mart, CVS, O2O).
• Experience in leading cross-functional teams and managing complex, matrix organizations.
• Strong analytical, communication, and stakeholder management skills.
• Fluent in English and Mandarin is must.

What We Offer

• Opportunity to lead national strategic customers within a global FMCG leader.
• Highly competitive compensation and fast-track leadership development.
• Collaborative, diverse, and performance‑driven culture.