Key Account Manager - Luanda
ANGOLA, AO, 0000
At JTI we celebrate differences, and everyone truly belongs. 46,000 people from all over the world are continuously building their unique success story with us. 83% of employees feel happy working at JTI.
To make a difference with us, all you need to do is bring your human best.
What will your story be? Apply now!
Learn more: jti.com
Please, apply by the 26th of February
Local Applicants Welcome
Department: Sales
Location: Luanda, Angola
Reporting to: Helder Kiala, Sales Director Angola
Contact: Sandro Figueiredo
Key Account Manager
What this position is about – Purpose
The Key Account Manager (KAM) is responsible for leading the company’s Key Account strategy nationwide, ensuring that JTI’s commercial objectives are consistently achieved through excellence in availability, visibility, and pricing execution.
This position plays a pivotal role in building and maintaining strong, long-term partnerships with key retail chains, wholesalers, and organized trade clients while ensuring that JTI’s integrity, commercial standards, and strategic interests are defended across the market.
The KAM coordinates closely with Regional Sales Managers, the Trade Marketing team, and external partners to secure sustainable business growth, compliance with agreed conditions, and flawless execution of commercial plans.
What Will You Do – Responsibilities
Key Account Strategy & Business Management
• Develop and implement annual Key Account business plans and promotional calendars. Monitor execution against KPIs (volume, share, coverage, visibility).
• Lead nationwide Key Account planning and reporting cycles; align with Regional Managers for full market execution.
• Inspire and guide Key Account Representatives to deliver excellence in every customer interaction.
• Identify and implement new business models or partnership opportunities to increase numeric and weighted distribution.
• Build long-term, trust-based relationships with key retail chains, distributors, and stakeholders.
Customer Negotiation & Contract Management
• Negotiate trade terms, contracts, and activations ensuring full legal and commercial compliance.
• Control budget allocation and spending efficiency per account.
• Uphold company integrity during negotiations, setting ethical standards for the team.
• Introduce performance-based agreements that reward compliance and execution.
• Maintain transparent and professional communication with customers and internal stakeholders.
Team Leadership & Development
• Supervise Key Account Representatives ensuring full coverage of assigned accounts.
• Define clear KPIs and conduct regular performance reviews.
• Coach, motivate, and develop team members to strengthen capability and readiness for higher roles.
• Encourage initiative and process improvement ideas from the team.
• Foster collaboration and respect within the team and across departments.
Execution Excellence & TM&D Compliance
• Oversee listing, pricing, and planogram compliance in all Key Account outlets.
• Track and report compliance through structured audit and feedback mechanisms.
• Promote a culture of discipline, ownership, and precision in field execution.
• Drive digital tracking or reporting tools for better visibility on execution.
• Work closely with Regional Sales Managers to ensure alignment and support for store-level execution nationwide.
Market Intelligence & Continuous Improvement
• Gather, analyze, and interpret customer and competitor insights to guide strategy.
• Present data-driven recommendations for pricing, assortment, and promotional tactics.
• Promote a learning culture based on insight sharing and continuous development.
• Introduce new ways of working or reporting that increase decision-making speed and accuracy.
• Build collaboration bridges with Marketing, Trade Marketing, and Distribution partners.
Who we are looking for – Requirements
- University degree in Business, Marketing, Economics, or related field
- Minimum 5 years of commercial experience in FMCG (tobacco preferred); Proven experience managing Key Accounts, retail chains, or organized trade customers
- Strong understanding of trade marketing and distribution fundamentals (availability, visibility, pricing) and knowledge of commercial contract management, pricing structures, and margin dynamics
- Data-driven decision-making and proficiency in Excel, Power BI, and CRM tools
- Fluent in Portuguese and proficient in English (written and spoken)
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Strong leadership, communication, and influencing skills, with high integrity, professionalism, and strong relationship‑building abilities
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Analytical and strategic mindset, combining attention to detail with agility, adaptability, and a proactive, accountable, results‑driven approach
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Effective cross‑functional collaborator across Sales, Marketing, Finance, and Logistics, with proven people‑management capabilities in a fast‑paced, competitive environment
Are you ready to join us? Build your success story at JTI. Apply now!
Next Steps:
After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with Talent Advisor > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.
At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. If you need any specific support, alternative formats, or have other access requirements, please let us know.