National Key Account Manager – HORECA & Modern Trade at Sonia Foods Industries

Sonia Foods, Industries, with headquarters in Ibafo is one of Nigeria’s leading tomato paste manufacturers. The company is a recognized market leader in tomato paste production and other range of products namely; Sonia Seasoning Cube, baking powder, Sonia Magarine, Sonia Yeast, Sonia Dough Improver, Sonia Preservative, Vitasoy Milk Drink, Vitamax Cereal Drink. Sonia Foods Industries Limited, a wholly owned Nigerian company and manufacturer of Sonia Tomato Paste is making major improvements to its Shagamu, Ogun State factory plant as part of an ongoing plan to meet growing demand for its products and maximize efficiency.Description

We are seeking a results-driven National Key Account Manager (NKAM) with strong expertise in HORECA and modern trade sales management within the FMCG (foods) sector in Nigeria.
The ideal candidate will have a proven track record of developing and managing key accounts nationally, building long-term customer relationships, and driving revenue growth through strategic partnerships.
The NKAM will be responsible for developing and executing the national sales strategy across the HORECA and Modern Trade channels, managing key customer relationships, and ensuring strong execution at the point of sale.

Key Responsibilities

Develop and implement strategic plans to achieve national sales targets across the HORECA and modern trade channels.
Manage and grow key national accounts, including hotels, restaurants, catering companies, QSRs, supermarket chains, and modern trade outlets.
Lead and mentor a team of key account executives/sales managers across major cities.
Build and sustain strong, long-term relationships with key decision-makers, procurement heads, and distribution partners.
Drive effective negotiations, pricing strategies, and promotional activities to maximize ROI and market share.
Monitor customer performance, develop account-specific business plans, and ensure timely execution of joint business plans (JBPs).
Collaborate closely with marketing, trade marketing, supply chain, and finance to ensure alignment with customer needs and internal objectives.
Provide accurate sales forecasting, budgeting, and reporting to senior leadership.
Conduct regular market visits and audits to ensure execution standards and customer satisfaction.
Stay updated on market trends, competitive activities, and consumer insights to inform strategy and innovation.

Requirements

Bachelor's degree in business administration, Marketing, or related field. An MBA is an added advantage.
Minimum of 10 years of experience in key account management and HORECA Sales within the FMCG (foods) sector.
At least 4 years in a national role managing large-scale HORECA and/or modern trade operations in Nigeria.
Deep, well-established national sales networks and industry relationships across Nigeria’s key cities and regions.
Strong understanding of the Nigerian FMCG market dynamics, distribution models, and consumption behavior.
Proven experience in developing and executing national channel strategies.
Excellent negotiation, presentation, and relationship management skills.
Ability to lead and influence cross-functional teams and external partners.
Willingness to travel nationally as required.

Key Competencies:

Strategic thinking and commercial acumen
Leadership and team development
Customer-centric mindset
Data-driven decision-making
Strong communication and interpersonal skills
High integrity and result orientation.