Head of National Key Account
Posted on: 20/03/2026
Shanghai East China
CNY 800K - 1100K per year
Permanent
FMCG
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.