Key Account Manager -Modern Trade

Key Account Manager – Modern Trade

Key Responsibilities:

• New Store Onboarding:

Identify and onboard new modern trade outlets and regional large-format stores to expand

distribution.

• Account Management:

Manage and develop relationships with key modern trade accounts (e.g., Reliance Retail,

HomeTown, HomeCentre etc.), ensuring alignment with business objectives.

• Sales Planning & Execution:

Drive revenue growth by planning, negotiating, and executing joint business plans,

promotions, and seasonal campaigns with modern trade partners.

• Target Achievement:

Deliver monthly, quarterly, and annual sales targets and other key KPIs across assigned

accounts.

• Product Visibility & Merchandising:

Ensure optimal product placement, branding, and in-store visibility through effective

planogram execution, POSM deployment, and retail training.

• Team Coordination:

Collaborate with supply chain, marketing, and finance teams to ensure seamless execution

of account-specific initiatives.

• Forecasting & Inventory Management:

Track sales trends, plan forecasts with accounts, and manage stock levels to avoid OOS

(out-of-stock) and overstocking scenarios.

• Data Analysis & Reporting:

Analyze sales data, market trends, and consumer behavior to make informed decisions and

provide actionable insights to management.

Compliance & Commercials:

Handle pricing, discounts, claims, payments, and other commercial terms in line with

company policy and profitability objectives

Key Requirements:

• Bachelor’s degree in Business Administration, Marketing, or related field; MBA preferred
• Minimum 2-3 years of experience in key account management, preferably in consumer durables, FMCG, or mattress/home furnishing industry from Tier 1 college
• Proven track record in managing modern trade or large-format retail accounts
• Strong negotiation, relationship management, and analytical skills
• Good understanding of retail dynamics, consumer trends, and merchandising
• Willingness to travel as required