Key Accounts Manager- Modern Trade

Role & responsibilities

1. Business Development & Account Management

• Manage and grow business with key modern trade partners (e.g., Reliance, D-Mart)
• Drive sales and profitability through joint business planning (JBP), assortment management, and promotional activities.
• Identify new business opportunities within the modern trade ecosystem.

2. Sales Planning & Execution

• Develop annual and monthly sales targets for each account to ensure achievement.
• Implement promotions, visibility and in-store activations to enhance brand presence.
• Monitor account-level sales, stock, and replenishment to avoid OOS situations.
• Manage high-pressure environments and deliver on tight deadlines and sales targets.

3. Negotiation & Commercial Management

• Negotiate listings, margins, trade terms, visibility budgets and activation plans.
• Ensure timely submission and closure of POs, claims, and receivables.
• Track ROI on promotional spends and ensure cost efficiency.

4. Relationship Management

• Build strong relationships with category managers, buyers, and store teams.
• Serve as the single point of contact for all account-level communication.
• Manage Internal sales team along with Sales officers and promoters

5. Market & Data Analysis

• Analyse category and competition trends to identify growth opportunities.
• Track and report market share, price movements, and consumer insights.
• Present periodic business performance reviews to management.

6. Travel & Market Coverage

• Regular travel across key cities and store locations to ensure on-ground execution, planogram compliance, and relationship building.

Key Skills & Competencies:

• Strong understanding of FMCG / Food category and Modern Trade dynamics.
• Excellent negotiation, analytical, and communication skills.
• Proven ability to manage high-pressure situations and deliversales targets.
• Strong relationship-building and stakeholder management abilities.
• Data-driven decision-making approach.
• Proficiency in MS Excel and PowerPoint.

Preferred candidate profile

• MBA / Graduate in Business, Marketing, or related field.
• 48 years of experience in FMCG sales (preferably Food / Snacks / Beverages category).
• Prior experience in handling key accounts or modern trade customers is essential.

KPIs:

• Quality of relationships and customer satisfaction across all key accounts.
• Achievement of sales & profitability targets.
• New product placements & range expansion.
• ROI on activations and visibility spends.
• Improvement in weighted distribution & share of shelf.
• Timely claim settlements and receivable control.