Senior Key Account Representative

About the role

The Senior Key Account Representative will drive commercial growth for PPG Industries through its authorized dealer network in Panama. Acting as the primary liaison between PPG and its dealers, the role is responsible for sell‑in volumes, dealer sell‑out performance, and execution of the brand’s point‑of‑sale strategy.

Key responsibilities

• Generate monthly and quarterly sell‑in volumes per dealer, SKU and product family in line with agreed quotas.
• Monitor dealer sell‑out performance, inventory rotation and support the B2B pipeline.
• Implement PPG’s commercial strategy at the point of sale, including POP placement, tintometer operation, planogram compliance and Brand Book standards.
• Coach dealer sales teams, provide tools and training, and support key B2B customers to maximise results.
• Conduct structured dealer visits with documented agendas, minutes and commitments.
• Train store sellers on product arguments and sales techniques.
• Plan and execute monthly promotional activations in coordination with marketing.
• Report deviations promptly and escalate pipeline or account risks to the Country Lead.
• Assist dealers in understanding P&L, margin per line and profitability per client type.
• Coordinate internally with PPG technical, logistics and marketing teams to ensure commercial agreements are fulfilled.

Required profile

• Bachelor’s degree in Business Administration, Marketing, Commercial Engineering or a related field.
• 3‑5 years of experience in key account management, channel sales or distributor development, preferably in paints, hardware, construction or FMCG.
• Strong competencies in channel management, commercial negotiation, trade‑spend discipline, structured field execution, data‑driven decision making and cross‑functional coordination.

Required skills

• CRM systems
• Data analysis (sell‑in vs sell‑out)
• Trade spend management