Key Account Manager - Modern Trade

Job Title: Key Account Manager – Modern Trade

Experience: 8–12 Years (FMCG – Modern Trade)

Location: Mumbai

Department: Modern Trade – Key Accounts

Employment Type: Full-Time

Role Summary

As the Key Account Manager – Modern Trade, you will own and grow business with leading modern trade chains. You will be responsible for delivering sales, volume and profitability targets while strengthening relationships with national and regional key accounts. The role demands sharp commercial acumen, strong negotiation, data-driven decision-making and flawless in-store execution in collaboration with cross-functional teams.

Key Responsibilities

1. Business & Revenue Growth

·      Deliver annual sales, volume, margin and retention targets for assigned MT accounts.

·      Prepare and execute account-wise monthly and quarterly business plans (MBP/QBP) focused on secondary sales, offtake and ROI.

·      Monitor account-level performance (growth, degrowth, profitability) and implement timely corrective actions.

2. Key Account Management & Negotiation

·      Act as the single point of contact for key modern trade customers – national and regional chains, cash & carry and club formats.

·      Lead JBP / TOT discussions and annual negotiations on margins, trading terms, visibility, data-sharing and joint initiatives.

·      Drive new listings, relisting and NPD placements across chains, ensuring speed-to-shelf and full planogram presence.

·      Build strong working relationships with Category Managers, Buying Heads, Commercial and Store Operations teams.

3. In-Store Execution & Visibility

·      Ensure planogram adherence, rack purity, share of shelf and visibility as per agreed norms across all key outlets.

·      Conceptualize and execute in-store promotions, activations and visibility campaigns (end-caps, gondolas, promo aisles, FSUs, branding).

·      Conduct regular market visits and in-store audits to track execution and address gaps with field teams and merchandisers.

4. Demand Planning, Supply & Claims

·      Collaborate with Demand Planning, Supply Chain and Warehousing teams to ensure OTIF supply, high fill rates and minimal OOS.

·      Review forecast vs. offtake, seasonality and events to avoid overstocking, expiries and stock-outs.

·      Validate and close account claims (promotional claims, debit notes, damages, returns) in a timely and compliant manner.

5. Data Analytics & Business Insights

·      Analyze sales, category, shopper and promotion performance data to identify growth opportunities and gaps.

·      Track promo ROI, event performance, NPD contribution and basket share for each key account.

·      Prepare and present structured weekly/monthly reviews and dashboards with clear action plans for internal stakeholders.

6. Category Development & Collaboration

·      Work with customer category teams to build category strategies – assortment, pricing, packs, clusters and visibility blocks.

·      Drive category-building initiatives that enhance share, penetration and shopper conversion.

·      Partner with marketing and trade marketing to develop MT-specific plans, POSM, launches and activations.

7. Team & Channel Partner Interface (where applicable)

·      Provide guidance and performance review inputs to Regional KAMs / MT Executives aligned to the same accounts.

·      Work closely with MT distributors / CNF partners to ensure ROI, stock hygiene, claim management and process compliance.

Qualifications & Experience

·      MBA / Post-Graduate in Marketing, Sales or Business Management preferred.

·      8–12 years of experience in FMCG sales, with a minimum of 5 years in Modern Trade key account management.

·      Proven experience handling large MT accounts and multi-crore portfolios with consistent growth delivery.

·      Strong exposure to JBPs, TOTs, category management, launches, promotions and visibility in modern trade.

·      High comfort with Excel and data analysis for planning, forecasting and performance reviews.

Key Skills & Competencies

·      Excellent relationship-building and stakeholder management skills.

·      Strong negotiation, commercial acumen and result orientation.

·      Analytical mindset with the ability to translate data into actionable insights.

·      Ability to collaborate effectively with cross-functional teams (sales, supply chain, marketing, finance).

·      High ownership, agility and resilience in a fast-paced, growth-driven environment.

·      People orientation with the ability to guide and influence on-ground sales and merchandising teams.

About the Company

• We are a rapidly growing FMCG food brand with a strong presence in modern trade and e-commerce. Known for our quality, innovation and customer-centric approach, we partner closely with leading retail chains to deliver superior products and reliable service. If you thrive in high-growth, performance-driven environments, this role offers a strong platform to make an impact.