General Manager - Key Accounts - Modern Trade & Ecommerce - AgriTech

Key Responsibilities

1. Strategic Account Management

- Manage relationships with key e-commerce (Flipkart, Zepto, Big Basket, Amazon Fresh, Swiggy), modern trade partners (Reliance, DMart, Spencer's, Nature's Basket, Trent, KPN) & other assigned Customers.

- Brand and Marketing tie-ups with all assigned customer leading to continuous growth of branded contribution and business.

- Lead joint business planning (JBP), annual agreements, and commercial negotiations.

- Serve as a strategic advisor to customers to align Superplum's portfolio with their needs.

2. Revenue Growth & Business Planning

- Develop and deliver the annual business plan ensuring consistent growth across channels.

- Drive SKU-level profitability and improve sales mix and margin realization.

- Monitor and improve visibility ROI, and on-shelf availability.

- Coordinate with Sales team for business delivery as per plan.

3. Customer Development & Expansion

- Build new partnerships with leading modern trade and e-commerce players in emerging markets.

- Identify white spaces for category expansion and launch differentiated formats.

- Lead joint marketing initiatives and digital activations for brand salience.

4. Collaboration & Cross-Functional Leadership

- Collaborate with Supply Chain, Marketing, and Finance to ensure smooth order fulfillment and timely deliveries.

- Support marketing in designing trade promotions and digital campaigns.

5. Data & Insights-Driven Decision Making

- Use analytics and insights to track performance, competitiveness, and market share.

- Drive data-based customer reviews to enhance shelf performance.

- Track competitor activities and recommend proactive responses.

Key Deliverables / KPIs

- Category KPI Target

- Revenue Sales growth from Key Account +20-25%

- Account Health Fill Rate & Service Level >95%

- Customer Expansion New Accounts/Geographies 4 - 5 per FY

- Brand RoI Return on Brand Promo Expenditure >2x