Key Accounts Manager - Hardware

Key Accounts Manager – Hardware & Home Improvement Distribution

Department: Distribution Sales

Position Level: Managerial

Reports To: Sales Head / Distribution Head

Job Summary

The Key Accounts Manager – Hardware & Home Improvement Distribution is responsible for developing and expanding the company's business within the hardware, home improvement, construction supply, electrical, and related distribution channels.

The role requires a commercially driven sales professional with a strong network within the Philippine hardware and home improvement industry who can open new accounts, strengthen existing partnerships, and increase product distribution and market penetration.

Key Responsibilities

• Manage and grow strategic hardware, home improvement, construction supply, electrical, and related retail/distribution accounts.
• Develop relationships with major hardware chains, regional dealers, distributors, and other strategic channel partners.
• Leverage an existing network of buyers, purchasing managers, category managers, owners, and decision-makers to develop new business.
• Lead new account acquisition, accreditation, product listing, and commercial negotiations.
• Develop account strategies to increase sales revenue, SKU listings, branch/store penetration, and overall distribution coverage.
• Prepare annual and quarterly account plans, sales forecasts, and revenue targets.
• Negotiate pricing, margins, trade terms, volume discounts, promotional programs, and other commercial arrangements.
• Drive both sell-in and sell-through performance across assigned accounts.
• Identify opportunities to expand product availability across additional branches and regional locations.
• Monitor inventory, replenishment, sales movement, and account performance.
• Conduct regular business reviews with key accounts and identify opportunities for further growth.
• Monitor competitor activities, pricing, new products, and developments within the hardware and home improvement market.
• Coordinate with Marketing, Supply Chain, Warehouse, Finance, and Sales Operations to support account requirements and fulfillment.
• Maintain accurate sales forecasts, account pipelines, documentation, and management reports.
• Develop new dealers, distributors, and strategic channel partnerships to increase nationwide market coverage.

Qualifications

• Bachelor's degree in Business, Marketing, Sales, Engineering, or any related field.
• At least 3–5 years of Key Account Management, Distribution Sales, Channel Sales, or Business Development experience.
• Strong experience in the hardware, home improvement, construction materials, electrical products, tools, appliances, or related industries is highly preferred.
• Established network with major hardware chains, dealers, distributors, and industry decision-makers is highly preferred.
• Proven ability to open new accounts and develop distribution channels.
• Strong understanding of dealer/distributor management, pricing, margins, inventory movement, and commercial negotiations.
• Proven track record of achieving sales targets and expanding account coverage.
• Strong negotiation, presentation, relationship-building, and business development skills.
• Strong analytical and forecasting capabilities.
• Proficient in Excel, sales reporting, and account monitoring.

Key Competencies

Key Account Management • Hardware Channel Expertise • Distribution Development • Dealer Management • New Account Acquisition • Commercial Negotiation • Strategic Selling • Relationship Management • Sales Forecasting • Market Expansion