Key Account Manager - Modern Trade - FMCG

KPI

1. Account Management & Business Development

- Manage end-to-end business operations for key accounts including D-Mart & Reliance.

- Develop and implement joint business plans (JBPs) to achieve volume, value, and profitability goals.

- Identify new growth opportunities within each account and drive listings, visibility, and activation.

2. Sales Planning & Execution

- Achieve monthly, quarterly, and annual sales targets across assigned accounts.

- Monitor category-wise, SKU-wise, and store-wise performance to drive continuous improvement.

- Ensure product availability, fill rates, and order execution with zero service gaps.

3. Negotiation & Commercials

- Lead annual negotiations on margins, trading terms, visibility agreements, and promotions.

- Manage account-level budgets including schemes, discounts, and investments.

- Ensure compliance with pricing policies, contracts, and commercial guidelines.

4. Operational Excellence

- Coordinate with supply chain, finance, category management, and merchandising teams for seamless account operations.

- Resolve billing issues, payment delays, and claims in a timely manner.

- Drive operational KPIs such as OTIF, stock cover, and freshness expiry norms.

5. Data Analytics & Reporting

- Track sales trends, category performance, and competitor activity to guide business decisions.

- Prepare weekly/monthly dashboards and present strategic insights to leadership.

6. Promotions & Visibility

- Plan and execute promotions, activations, and visibility initiatives across MT partners.

- Monitor ROI of promotions and optimize investments accordingly.

Other Requirements

- Strong experience managing modern trade retailers (D-Mart, Reliance preferred).

- Excellent negotiation and relationship management skills.

- Strong analytical ability with hands-on experience in sales forecasting and data analysis.

- Good understanding of supply chain processes, trade terms, and distributor management.

- Ability to work cross-functionally and influence senior stakeholders.

- High ownership, problem-solving ability, and customer-first mindset.