Key Account Manager - Modern Trade - FMCG

1) Key Account Management: Manage relationships with key modern trade accounts and retail chains to drive sales growth, category share, and brand presence across assigned territories.

2) Sales Planning & Execution: Develop and execute account-wise sales plans, promotions, and growth initiatives to achieve primary and secondary sales targets.

3) Joint Business Planning (JBP): Partner with key customers to develop and execute Joint Business Plans aligned with business objectives and category growth opportunities.

4) Trade Marketing & Visibility: Drive in-store execution excellence through visibility initiatives, promotional activations, planogram implementation, and assortment optimization.

5) Business Development: Identify opportunities for new product listings, distribution expansion, and assortment enhancement across existing and new accounts.

6) Forecasting & Inventory Management: Ensure accurate demand forecasting, stock availability, inventory hygiene, and minimal stock-outs in coordination with supply chain and distributor teams.

7) Commercial Management: Manage trade spends, promotional investments, and account-level commercials to ensure profitable business growth and ROI optimization.

8) Data Analysis & Reporting: Track sales performance, market trends, competitor activities, and account profitability through regular MIS and performance reviews.

9) Cross-Functional Collaboration: Collaborate with marketing, finance, supply chain, and category teams to ensure seamless execution of business plans and customer requirements.

10) Distributor & Execution Management: Drive alignment with distributor partners and field sales teams to ensure operational efficiency and execution excellence across accounts.

Qualifications:

1) 5+years of experience in Modern Trade sales or Key Account Management within the FMCG or Foods industry.

2) Strong understanding of the Modern Trade ecosystem, including national and regional retail chains, trade marketing practices, and retail execution.

3) Proven experience in managing key accounts, Joint Business Planning (JBP), promotional planning, and sales forecasting.

4) Strong analytical and commercial acumen with the ability to interpret sales data, market trends, and business performance metrics.

5) Experience in handling trade spends, commercial negotiations, and account profitability management.

6) Proficient in sales reporting and business tools such as Excel, Power BI, SAP, or similar systems.

7) Strong communication, negotiation, and stakeholder management skills.

8) MBA or equivalent business degree preferred.

9) Ability to work independently in a fast-paced and target-driven environment.

10) Willingness to travel as per business requirements.