Role Overview
Key Account Manager General Trade (GT)
The ideal candidate will have strong FMCG/FMHG sales experience, a proven track record in customer acquisition and channel development, and the ability to drive business growth in a fast-paced, entrepreneurial environment.
What You’ll Do
Key Responsibilities
1. Business Development & Customer Acquisition
- Identify, acquire and onboard new customers, distributors and channel partners across General Trade and relevant B2B segments.
- Develop and execute business plans to expand market reach and drive revenue growth.
- Build strong relationships with retailers, distributors, wholesalers and key business partners.
- Identify new markets, customer segments and business opportunities for processed fruit products.
- Negotiate commercial terms, pricing and business agreements to drive sustainable growth.
2. Sales & Distribution Management
- Drive primary and secondary sales, distribution expansion and achievement of assigned business targets.
- Develop monthly sales plans, forecasts and channel development strategies.
- Expand product availability and market penetration through an effective distribution network.
- Conduct regular market visits to assess demand, customer requirements, competitor activities and market execution.
- Track competitor pricing, product launches, trade schemes and market trends.
- Coordinate with Marketing to execute promotional activities, merchandising and brand visibility initiatives, wherever applicable.
- Provide structured market feedback to support business planning and product strategy.
3. Revenue Growth & Account Management
- Develop and execute account-level business plans to achieve revenue and gross margin targets.
- Build long-term customer relationships and drive repeat business.
- Identify opportunities to expand product assortment and increase business within existing accounts.
- Monitor sales performance, customer conversion, collections and account profitability.
- Manage customer concerns, commercial issues and distributor claims to ensure strong business relationships.
4. New Product Launch & Commercialisation
- Drive the launch and commercialisation of IQF fruits and other processed fruit products.
- Coordinate with Product, Procurement, Supply Chain and Quality teams on product specifications, pack sizes, pricing and customer requirements.
- Manage product sampling, customer trials, approvals, onboarding and launch execution.
- Identify new product applications and customer use cases to accelerate adoption.
- Track product performance and customer feedback to improve market acceptance and scale successful products.
5. Cross-Functional Coordination & Reporting
- Work closely with Procurement, Operations, Quality, Supply Chain, Finance and Marketing to ensure seamless business execution.
- Monitor product availability, order fulfilment, service levels and customer satisfaction.
- Maintain accurate sales reports, forecasts, account plans and business dashboards.
- Use market and sales data to identify growth opportunities and support decision-making.
- Ensure timely resolution of customer requirements and operational issues.
What We Need
Education & Experience
- Any Graduate; MBA preferred (regular/full-time).
- 5–8 years of experience in FMCG, FMHG, processed foods, food ingredients or related industries.
- Proven experience in General Trade sales, B2B sales, distribution development or channel sales.
- Demonstrated success in acquiring new customers and scaling business.
- Experience in frozen foods, IQF fruits, processed foods, beverages or food ingredients will be an added advantage.
Skills & Attributes
- Strong business development, customer acquisition and relationship management skills.
- Excellent commercial negotiation and sales execution capabilities.
- Strong understanding of General Trade, distribution networks and channel development.
- Ability to drive revenue growth, gross margins and repeat business.
- Good analytical, forecasting and business planning skills.
- Strong working knowledge of MS Office, particularly Microsoft Excel.
- Excellent communication and stakeholder management skills.
- Ownership-driven mindset with the ability to work independently in a start-up environment.
Preferred Candidate Profile
- Experience developing new markets and distribution channels.
- Strong customer orientation and a results-driven approach.
- Willingness to travel extensively and undertake regular market visits.
- Comfortable working in a fast-paced, high-ownership environment.
Key Performance Indicators (KPIs)
- Revenue growth and target achievement.
- New customer acquisition and activation.
- Distribution expansion and market penetration.
- Gross margin and account profitability.
- Repeat business and customer retention.
- New product launches and customer conversions.
Why Join Superplum?
- Build and scale a high-growth processed fruit products business.
- Drive customer acquisition and market expansion in an emerging category.
- Work closely with cross-functional teams from product development to commercial scale.
- Take ownership of business growth within a fast-scaling agri-tech company.
- Be part of India’s technology-driven fresh produce supply chain.
Join Superplum and help build the next growth engine in India’s processed fruit products market.
