Key Accounts Manager - Modern Trade

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Role Overview

The Key Accounts Manager (KAM) – Modern Trade will be responsible for driving sales, visibility, and profitability across modern trade accounts. The role requires strong execution capabilities, excellent relationship management, and a high level of ownership in a fast-paced, target-driven environment. The KAM will ensure superior in-store execution, build strong trade partnerships, and drive category growth. The position involves frequent travel to strengthen market presence and ensure flawless execution.

Key Responsibilities

1. Business Development & Account Management

·      Manage and grow business with key modern trade partners (e.g., Reliance, D-Mart).

·      Drive revenue and profitability through Joint Business Planning (JBP), assortment planning, and promotion strategies.

·      Identify new business opportunities within the modern trade ecosystem to expand brand presence.

2. Sales Planning & Execution

·      Develop annual and monthly sales plans and targets for each key account.

·      Execute promotions, visibility plans, and in-store activations to boost brand presence.

·      Monitor sales performance, stock movement, and replenishment to avoid OOS (Out of Stock) issues.

·      Operate effectively in high-pressure situations and consistently deliver on aggressive sales targets.

3. Negotiation & Commercial Management

·      Negotiate listings, margins, trade terms, visibility budgets, and activation plans with key accounts.

·      Ensure timely processing of purchase orders, claims, and receivables.

·      Track ROI for promotional investments and ensure cost-efficient utilization of budgets.

4. Relationship Management

·      Build and maintain strong relationships with category managers, buyers, and store teams.

·      Act as the single point of contact (SPOC) for all account-level communication.

·      Collaborate and manage internal sales teams, including Sales Officers and promoters, to ensure seamless execution.

5. Market & Data Analysis

·      Analyse category trends, competitor activities, and market insights to identify growth opportunities.

·      Track market share, pricing trends, and consumer behaviour to refine strategies.

·      Conduct and present periodic business reviews and performance reports to management.

6. Travel & Market Coverage

·      Undertake regular travel across key cities and modern trade outlets to ensure on-ground execution.

·      Ensure planogram compliance, stock visibility, and relationship building at the store level.

Key Skills & Competencies

·      Strong knowledge of FMCG (Food category preferred) and modern trade operations.

·      Excellent negotiation, communication, and analytical skills.

·      Proven ability to work under pressure and consistently achieve targets.

·      Strong relationship management and stakeholder handling skills.

·      Data-driven approach with strong attention to detail.

·      Proficiency in MS Excel, PowerPoint, and data analysis tools.

Qualifications & Experience

·      MBA or Graduate in Business, Marketing, or related fields.

·      4–8 years of experience in FMCG sales, preferably in Food / Snacks / Beverages categories.

·      Prior experience managing key accounts or modern trade customers is essential.

Compensation

Competitive and aligned with industry standards. Compensation will not be a constraint for the right candidate.

Why Join Us?

- Lead global expansion for a well-established Indian FMCG brand

- Work in a dynamic, growth-focused environment

- Attractive compensation with performance-linked incentives

Eligible and interested applicants may send their updated resumes to careers@chhedas.com or hr@chhedas.com