Key Account Manager

```html

About the Company

Hi I am hiring for a Key Account Manager for Flipkart whole sale. The candidate will be based out of Amritsar or Jammu and will be accountable to manage the business for entire North Zone.

About the Role

The Key Account Manager (KAM) for the Army and Defense Vertical is responsible for developing and executing strategic sales plans to drive profitable growth and ensure the supply of the company’s FMCG products to various defense establishments, including Army consumption based need of Staples and various FMCG Ranges, Messes, Unit Run Society, and other institutional bodies within the military and defense ecosystem. This role requires building and maintaining high-trust, long-term relationships with key decision-makers and stakeholders in the defense procurement chain.

Responsibilities

• Account Strategy & Relationship Management

• Strategic Account Planning: Develop and implement comprehensive Annual Operating Plans (AOPs) and Joint Business Plans (JBPs) for the defense account, setting clear objectives for sales volume, profitability, distribution, and market share.
• Stakeholder Engagement: Act as the primary point of contact and trusted advisor for all key defense/military personnel and procurement authorities (e.g., CSD officials, senior officers, logistics heads).
• Relationship Nurturing: Establish and maintain robust, sustainable, and transparent relationships at all levels, from field-level execution to command/strategic-level decision-makers.
• Understanding Needs: Gain a deep understanding of the unique FMCG requirements, procurement cycles, logistics, and quality standards specific to the Army and Defense services.

• Sales, Volume, and Financial Management

• Target Achievement: Consistently meet or exceed assigned sales volume, value, and distribution targets across all defense channels.
• Tender & Contract Management: Lead the process for product registration, tender submissions, rate contract negotiations, and contract renewals, ensuring full compliance with defense procurement rules and regulations.
• Profitability Management: Own the account's Profit & Loss (P&L), managing pricing, trade spending, and promotional budgets to ensure high profitability and Return on Investment (ROI).
• Forecasting & Reporting: Provide accurate and timely sales forecasts, inventory projections, and performance reports to internal stakeholders.

• Operations & Cross-Functional Collaboration

• Supply Chain Coordination: Liaise closely with the Supply Chain, Logistics, and Production teams to ensure seamless order fulfillment, on-time delivery, and minimal out-of-stock situations, adhering to military delivery schedules.
• Compliance & Documentation: Ensure all activities, documentation, and product specifications comply with the stringent standards, quality checks, and regulatory requirements of the defense sector.
• Internal Advocacy: Serve as the internal voice of the defense customer, collaborating with Marketing and Product Development teams to ensure product portfolio and packaging formats meet the specific needs of the military channel.

• Market & Business Development

• Distribution Expansion: Identify and pursue new opportunities for increasing product penetration and distribution reach across new defense units, remote locations, and emerging platforms.
• Market Intelligence: Monitor competitor activity, pricing strategies, and new product listings within the defense channel to maintain a competitive advantage.
• Promotional Execution: Plan and execute specific trade marketing and promotional activities tailored for the defense channel, in alignment with company and defense regulations.

Qualifications

• Education: Bachelor’s degree in Business Administration, Sales, Marketing, or a related field. An MBA is preferred.
• Experience: Minimum of 5-8 years of progressive B2B Key Account Management or Institutional Sales experience. Mandatory prior experience managing the Army, Defense, CSD, or Police/Paramilitary institutional accounts, preferably within the FMCG or Consumer Durables industry. Proven track record of building and maintaining relationships with senior defense/government stakeholders and successfully navigating complex procurement processes.

Required Skills

• In-depth knowledge of Defense/CSD procurement processes, logistics, and organizational structure.
• Exceptional Negotiation and Presentation skills (ability to negotiate complex contracts with high-level authorities).
• Strong Strategic Thinking and commercial acumen (P&L management, trade spend effectiveness).
• Outstanding Interpersonal and Communication skills (written and verbal).
• Proficiency in CRM software, MS Office Suite (especially Excel and PowerPoint).
• High level of integrity and the ability to handle confidential information with discretion.
• Willingness to undertake extensive travel as required to meet key clients across different regions.
• FMCG Sales distribution management, work extensively in Punjab and J&K Region towards selling assignment in same field.

Preferred Skills

• None specified.

Pay range and compensation package

• Not specified.

Equal Opportunity Statement

We are committed to diversity and inclusivity in our hiring practices.

```