Regional Key Account Manager

About us :

Founded in 2019 by IIT-B and IIM-A Alumni, Pilgrim is one of the fastest-growing Beauty & Personal Care brands that offers 250+ SKUs across face care, haircare, skincare, makeup and fragrances at over 25,000 pin codes and has grown into a 10000+ offline store omnichannel brand. Pilgrim is known to handpick the world’s best beauty secrets to create exciting and efficacious products that deliver results.

Roles & Responsibilities :

Business Development & Revenue Growth

• Achieve regional sales targets and market share goals for modern trade accounts.
• Drive sell-in & sell-out by partnering with retail chains (National & Regional) like Reliance, DMart, More, Big Bazaar, Star Bazaar, Apollo Pharmacy, etc.
• Identify growth opportunities and implement regional strategies for expansion.

Account Management

• Develop strong relationships with category buyers, regional managers, and store operations teams of modern trade partners.
• Negotiate annual agreements, TOTs (Terms of Trade), visibility budgets, and in-store execution plans.
• Manage claims, trade spends, and discounts to ensure profitability.

Execution & Operations

• Drive flawless execution of new product launches, activations, and promotions across stores.
• Monitor fill rates, planograms, secondary sales, and inventory management at store/DC level.
• Ensure proper listing, planogram compliance, and on-shelf availability of products.

Trade Marketing & Visibility

• Work with trade marketing to implement regional visibility plans, POSMs, and consumer promotions.
• Evaluate effectiveness of BTL activations, samplings, and in-store campaigns.
• Drive share of shelf and premium visibility in high-footfall stores.

Data Analytics & Reporting

• Track sales performance, ROI of promotions, and category trends.
• Provide insights to improve JBP (Joint Business Planning) with retailers.
• Share weekly/monthly MIS, competitor analysis, and market intelligence.

Experience & Skills :

• 4-8 years of experience in similar field
• Ability to understand shopper insights, category trends, and align assortments accordingly.
• Strong understanding of profitability levers, discount structures, trade margins, and ROI.
• Ability to handle tough negotiations with modern trade chains on margins, TOT, visibility, and promotions.
• Proficiency in using sales data, Nielsen/IRI/Kantar reports, and retail analytics to drive decisions.
• Hands-on with MS Excel, PowerPoint, and exposure to SAP/ERP/CRM systems for sales reporting and account management.

Location :

Gandhinagar, Gujarat