Role Overview

We are looking for an experienced Key Account Manager to drive business growth and account excellence across Large Format Stores (LFS), Multi-Brand Outlets (MBO), and Shop-in-Shop (SIS) channels for a leading apparel & fashion brand.

This role is critical in managing strategic key accounts, driving sell-in and sell-out performance, optimizing visibility, and strengthening long-term customer partnerships. The incumbent will combine data-driven planning, strong execution, and relationship management to deliver revenue, market share, and profitability targets.

Key Responsibilities:

Key Account & Channel Management

- Manage and grow key accounts across LFS, MBO, and SIS channels.

- Build strong, long-term relationships with buyers, category managers, and retail partners.

- Act as the primary point of contact for all commercial and operational matters related to assigned accounts.

Business Growth & Sales Performance

- Drive sell-in and sell-out targets in line with business plans.

- Develop joint business plans (JBPs) with key customers to achieve revenue and growth objectives.

- Track secondary sales, stock health, and replenishment to maximize throughput.

MBO & SIS Execution

- Plan and execute MBO programs including assortment planning, schemes, and visibility initiatives.

- Manage SIS operations, ensuring strong brand presence, VM compliance, and productivity.

- Work closely with VM and retail teams to maximize in-store impact and conversion.

Planning, Analytics & Reporting

- Analyze sales data, inventory levels, and performance trends to identify opportunities and risks.

- Monitor KPIs such as sell-through, stock turns, fill rates, and productivity.

- Prepare business reviews, forecasts, and actionable insights for management.

Negotiation & Commercial Excellence

- Negotiate commercial terms, margins, schemes, and visibility investments with accounts.

- Ensure effective deployment and ROI of trade spends and promotions.

- Balance growth with profitability and brand objectives.

Cross-Functional Collaboration

- Work closely with merchandising, supply chain, marketing, VM, and finance teams.

- Coordinate timely launches, replenishments, and promotional rollouts.

- Share market and customer insights to support product and assortment decisions.

Key Performance Areas (KRAs)

- Achievement of sales, revenue, and market share targets

- Sell-in / sell-out performance and secondary growth

- Account profitability and trade spend effectiveness

- SIS productivity and in-store visibility

- Strength and sustainability of key customer relationships

Ideal Candidate Profile

Must-Have

- 6 to 7 years of experience as a Key Account Manager in apparel / fashion retail

- Strong exposure to LFS, MBO, and SIS channels

- Proven track record in driving sell-in, sell-out, and account growth

- Strong negotiation and relationship management skills

Good-to-Have

- Experience working with leading national or international fashion brands

- Exposure to omni-channel or modern trade environments

- Strong analytical and reporting capabilities

Skills & Competencies

- Strategic planning and execution excellence

- Data-driven and commercially sharp mindset

- Strong communication and stakeholder management skills

- Customer-centric and results-driven approach

- Ability to work in a fast-paced, competitive retail environment

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