National Key Account Manager

Position:

Function:

Location: Sector 63, Gurgaon

Reporting To:

Role Overview

National Key Account Manager

Key Responsibilities

Business & Sales Objectives

• Develop and execute annual operating plans for key accounts.
• Negotiate strategic alliances, TOTs (Terms of Trade), and promotions with modern trade chains.
• Deliver volume, value, and profitability targets within budget.
• Expand distribution and ensure ND/WD objectives are achieved.

Marketing & Activation

• Liaise with Brand, Marketing, and S&CM teams to plan quarterly activity calendars.
• Ensure prominent shelf space, visibility, and merchandising in stores.
• Execute consumer promotions, product launches, and brand activations in modern trade outlets.

Financial Management

• Operate within budgeted channel costs.
• Manage claims, trade schemes, debit notes, and ensure timely settlements.
• Document TOTs and approvals for audit purposes.
• Ensure timely submission of NOCs from vendors.

Outlet Management

• Maintain a database of key modern trade outlets.
• Ensure correct placement and maintenance of assets/merchandising units.
• Prepare and execute regular journey plans for store visits and reviews.

Reporting & Analytics

• Provide accurate and timely sales, promotion, and execution reports.
• Monitor performance versus plan and take corrective actions where needed.
• Track and report competition activities, pricing, and promotions.

Candidate Profile

Education & Experience

• Full-time graduate/postgraduate (MBA preferred) from a reputed B-School.
• Minimum 5-10 years’ experience in leadership role as KAM in Modern Trade.
• FMCG/Personal Care industry experience mandatory.

Skills & Competencies

• Strong negotiation and relationship-building skills.
• Proven ability to deliver sales objectives and manage large accounts.
• Excellent communication, presentation, and analytical skills.
• Strategic thinker with hands-on execution ability.
• Resilient, resourceful, and able to work under pressure.

Why Join Us?

• Opportunity to drive Modern Trade strategy for a leading personal care brand.
• High-visibility role with cross-functional exposure.
• Fast-paced, growth-oriented culture with strong learning opportunities.