Supermarket - Key Account Manager

About Shopee Supermarket

Shopee Supermarket is Shopee’s in-house retail channel offering a wide selection of grocery and household essentials from top FMCG suppliers. As a trusted one-stop shop for everyday needs, we ensure competitive pricing, reliable fulfillment, and curated deals to provide users with a seamless and value-driven online grocery experience. Join our team and contribute to impactful initiatives across strategy, analytics, marketing, and operations.

About the Role

The Key Account Manager (KAM) manages the commercial performance and day-to-day relationship of assigned supplier accounts. The role turns business targets into account plans and coordinates their execution across performance reviews, campaigns, promotional budgets, assortment expansion, and issue resolution. Working closely with suppliers and internal teams, the KAM identifies growth opportunities, tracks results, and follows through on agreed actions.

Responsibilities

• Secure and improve supplier margins by negotiating competitive margins with new suppliers and stronger margin terms with existing suppliers, in line with Supermarket’s commercial targets.
• Secure promotional support from suppliers, including funding and participation in campaigns, and recommend how support should be allocated across priority products and activities.
• Identify assortment expansion opportunities by proposing new SKUs, bundles, and other additions that can strengthen the supplier’s offer and grow the business.
• Develop account plans for assigned suppliers, setting performance goals and outlining the assortment, promotions, investments, and actions needed to achieve them.
• Coordinate promotion filing and execution for approved mechanics, ensuring submissions and setup are complete and on schedule.
• Manage supplier concerns and follow-through by coordinating with the relevant internal teams on inventory, inbound, finance, and other account issues, and tracking them through resolution.
• Cultivate and maintain a strong working relationship with retail account’s representatives and decision makers.
• Conduct business reviews and performance analyses by assessing supplier results, identifying key drivers and gaps, and agreeing on clear next steps with owners and timelines.

Requirements

• Bachelor’s degree in Business Administration, Marketing, Management, Economics, or a related field.
• 2-3 years of experience in account management, sales, e-commerce, retail, FMCG, or commercial operations.
• Understanding of retail or e-commerce performance, supplier account management, and campaign or promotion mechanics.
• Strong analytical skills, with the ability to interpret account results and turn findings into clear actions.
• Advanced proficiency in Excel/Google Sheets and Powerpoint/Slides is a must
• Clear communication, presentation, negotiation, and stakeholder management skills.
• Strong organization and follow-through, with the ability to manage multiple suppliers, deadlines, and workstreams.
• A proactive, collaborative problem-solving approach and attention to detail.