About This Role
This is a frontline commercial role at one of Ethiopia’s most recognizable FMCG brands, focused on managing the company’s most valuable retail and on-premise accounts. It suits a driven sales professional who enjoys building long-term business relationships rather than transactional selling, and who is comfortable working with data to influence stock and visibility decisions. Heineken Ethiopia’s premium portfolio means this role is about brand equity as much as volume — you are expected to be a strategic partner to your accounts, not just an order taker.
What the Requirements Say About This Role
The job calls for someone with 1–3 years of sales experience, but the real profile being sought is a candidate who can think beyond basic selling — someone who can analyze outlet performance, negotiate shelf space or tap placement, and execute joint business plans. Heineken is looking for a person who combines commercial discipline with interpersonal finesse, because key accounts demand both data-driven proposals and strong trust. The mention of “managing forward stock” and “optimizing outlet execution” suggests they want someone who can prevent stock-outs and ensure premium visibility, which requires planning skills, not just persuasion.
How to Approach This Application
In your application, emphasize any experience you have with account planning, category management, or trade marketing — even if done informally. Heineken values candidates who can demonstrate how they’ve helped a retailer grow their sales while advancing the brand’s interests. Be specific about how you have handled competitor activity or negotiated promotions in the past. Avoid vague claims about being a “good communicator”; instead, give a concrete example of a business relationship you built and the measurable outcome.
Who This Role Suits
This role is best suited for a sales professional with 1–3 years of experience in FMCG or beverage sales who wants to move into a structured, brand-driven environment with clear growth paths. Competition is moderate to high because Heineken Ethiopia is a top-tier employer, but the premium focus narrows the candidate pool to those with a strategic sales mindset.
Position Title: Key Account Sales Executive
Locations: Addis Ababa
Application Closing Date: June 22, 2026
Job Purpose:
The role is to drive the growth of the company’s premium beer portfolio by building strong relationships with key accounts and retail outlets. The role focuses on increasing market penetration, optimizing outlet execution, and enhancing product visibility through effective sales strategies and negotiations. The Key Account Sales Executive is responsible for developing joint business plans with customers, managing forward stock, and ensuring that products are delivered on time and represented to the highest standards. Additionally, the role seeks to identify market opportunities, counter competitor activities, and provide exceptional customer service to maximize both sales and customer satisfaction in the assigned territory.
Key Responsibilities
Account Management & Development:
Assist the Premium Accounts Manager in identifying and prioritizing key accounts within the assigned territory.
Build and maintain strong, long-term relationships with key account customers, understanding their needs, and ensuring high levels of customer satisfaction.
Develop Joint Business Plans with customers, aligning on mutual objectives, and negotiating favorable terms to drive sales growth and brand presence.
Propose innovative ideas to excite consumers and enhance customer satisfaction in key accounts.
Outlet Execution:
Manage and optimize master data, ensuring effective horizontal expansion and outlet performance.
Implement PICOS strategies, driving sales orders and maintaining essential SKUs with FIFO stock management.
Ensure timely delivery and proper representation of all products across key accounts, conducting regular checks on quality and adherence to planograms.
Collaborate with service providers and distributors to improve delivery efficiency and product availability.
Follow a structured visit plan, executing outlet checks, resolving issues, and ensuring flawless execution during each visit.
Sales & Negotiation:
Lead negotiations with key customers to secure optimal placement of products and visibility materials in outlets.
Establish joint promotional activities with customers, ensuring alignment on promotional strategies to boost sales and consumer engagement.
Negotiate credit agreements with distributors and important customers to support smooth business operations and increase customer loyalty.
Identify performance gaps in key account outlets and propose long-term strategies to address these gaps effectively.
Monitor competitor activities, pricing, and promotional strategies, and propose counterstrategies to maintain market competitiveness.
Promotions & Activations:
Plan and execute promotional activities at target outlets, deploying point-of-sale materials and activating customer drivers to boost engagement.
Collaborate with trade marketing teams to align promotional strategies and ensure seamless execution at the retail level.
Market Insights & Reporting:
Regularly gather and report insights on competitor activities and market trends to the Key Account Manager.
Provide timely reports on business status, including stock inventory, sales performance, and outlet execution updates.
Participate in sales meetings, sharing insights and performance updates, and utilizing sales tools for territory development.
Customer Service:
Address and resolve customer issues and complaints promptly, ensuring high levels of customer satisfaction and smooth business operations.
Maintain close relationships with distributors, ensuring that all products are delivered on time and per customer requirements.
Safety & Compliance:
Ensure proper maintenance, safety, and use of all company property assigned to you.
Adhere to all compliance and safety protocols, ensuring products meet the highest quality standards.
Perform other activities as assigned by the supervisor.
Job Requirements
Education
Bachelor’s Degree (BSc or BA Degree) in any field
Experience and skills
- Minimum of 4 years of proven Sales Experience in FMCG Company
- Sales Experience in Key Accounts handling would be advantageous
How To Apply
Interested Applicants can apply through: https://theheinekencompany-rmk.jobs.hr.cloud.sap/job-invite/160080/
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