Key Accounts Manager

Location : Chennai

Job Description of the Key Accounts Manager

Key Accounts Manager (KAM)

Our Expectations from the Role :

1. Key Account Strategy & Business Development

• Develop and execute

  strategic account plans

  to achieve sales and profitability targets.
• Identify and onboard

  new key accounts

  , expanding business opportunities in

  modern trade, e-commerce, and institutional sales

  .
• Strengthen relationships with

  buyers, category managers, and key decision-makers

  within assigned accounts.
• Align key account strategies with overall

  company sales and marketing objectives

  .

2. Sales & Revenue Growth

• Achieve

  monthly, quarterly, and annual sales targets

  for assigned key accounts.
• Optimize product assortment and

  ensure stock availability

  to meet customer demand.
• Drive revenue growth by

  upselling, cross-selling, and negotiating favorable trade terms

  .
• Monitor

  sell-in and sell-out data

  , ensuring consistent sales performance.

3. Trade Marketing & Promotions Execution

• Develop and execute

  joint business plans

  with key accounts to enhance sales.
• Plan and implement

  trade promotions, activations, and in-store visibility

  campaigns.
• Ensure

  planogram compliance

  and optimize product placement to maximize shelf share.
• Analyze the effectiveness of

  trade promotions and marketing initiatives

  and suggest improvements.

4. Negotiation & Contract Management

• Negotiate

  pricing, margins, and trading terms

  with key accounts to ensure profitability.
• Manage annual contracts,

  discount structures, and rebate agreements

  in line with company policies.
• Ensure compliance with agreed commercial terms and

  monitor financial transactions, including payments and credit control

  .

5. Customer Relationship Management

• Serve as the

  primary point of contact

  for key accounts, ensuring

  seamless communication

  .
• Resolve

  operational issues, order discrepancies, and supply chain challenges

  .
• Conduct

  regular business reviews

  to assess performance and identify growth opportunities.
• Maintain a high level of

  customer satisfaction and loyalty

  through consistent engagement.

6. Market Intelligence & Competitor Tracking

• Analyze market trends,

  consumer behavior, and competitor activities

  to identify opportunities and threats.
• Provide

  data-driven insights

  to the sales and marketing teams for strategic decision-making.
• Monitor pricing, promotions, and product performance within key accounts.

7. Reporting & Technology Utilization

• Use

  Microsoft Excel, BI tools, and CRM software

  for performance tracking and analysis.
• Submit regular reports on

  sales performance, account health, and market dynamics

  .
• Leverage

  AI-based tools and sales analytics platforms

  for better forecasting and decision-making.

What do we look for this role in Intergrow:

• Experience: Bachelors or Masters degree in

  Business Administration, Sales, Marketing, or a related field

  .

• Negotiation Skills:

  Strong ability to

  negotiate trade terms, margins, and contracts

  with large accounts.
• Sales & Analytical Ability: Experience in sales forecasting, demand planning, and P&L management.
• Relationship Management: Proven ability to build and sustain long-term partnerships with key stakeholders.
• Technology & Data-Driven Decision Making: Proficiency in Excel, CRM tools, and business analytics platforms.
• Communication & Leadership: Excellent presentation, interpersonal, and problem-solving skills.

Mobility: Willingness to travel for account visits, business reviews, and trade meetings.

Skills

• Communication Skills

  : Exhibit strong verbal and written communication abilities to

  convey ideas clearly

  and persuasively.

• Leadership

  : Demonstrate the capability

  to lead, motivate, and develop

  a team of sales representatives.

• Analytical Skills

  :

  Analyze market trends, sales data

  , and competitor activities to inform strategic decisions.

• Negotiation

  : Effectively negotiate terms with clients while

  balancing customer needs with business profitability

  .

• Problem-Solving

  :

  Address challenges proactively

  and find effective solutions in dynamic environments.

Knowledge

• Sales Techniques

  : Have a deep understanding of

  effective sales strategies

  and techniques relevant to the FMCG industry.

• Market Knowledge

  : Stay informed about

  market trends

  , customer preferences, and competitive landscape within the assigned territory.

• Product Knowledge

  : Possess comprehensive knowledge of the

  company's products

  to effectively communicate their value to customers.

• Technology Proficiency

  : Utilize

  sales analytics tools

  , FA Application, and Microsoft Office for reporting and performance tracking.