Company Overview:

This is for a client of People Pool.

Role Overview:

We are looking for a results-driven Key Account Manager to manage and grow key modern trade accounts. The role involves driving business with national and regional retail chains, strengthening buyer relationships, ensuring product availability and visibility, managing distributor performance, and executing trade marketing initiatives to achieve sales and profitability targets.

Key Responsibilities:

- Manage end-to-end relationships with assigned Modern Trade chains and key buyers.

- Drive monthly primary (sell-in) and secondary (sell-out) sales targets across assigned accounts.

- Secure new SKU listings, range expansion, and negotiate shelf space with category managers.

- Plan and execute in-store visibility initiatives, including gondola ends, displays, POSM, and promotional campaigns.

- Share regular business reviews, sales performance, and new product proposals with retail partners.

- Ensure planogram compliance and effective in-store execution in coordination with the Visual Merchandising team.

- Coordinate with distributors to ensure timely replenishment, minimize out-of-stock situations, and maintain service levels.

- Plan and execute festive promotions, stock build-up, bundle offers, and sampling activities across key accounts.

- Prepare and submit weekly sales trackers and monthly business performance reports to management.

- Collaborate with the Marketing team to develop chain-specific promotional materials and campaigns.

- Identify new Modern Trade business opportunities and prepare commercial proposals for expansion.

Requirements:

- Proven track record of managing national pharmacy/beauty MT chains.

- Strong commercial negotiation - listing fees, margins, promotional budgets, planogram space.

- Excellent relationship management with category buyers and area managers.

- Data-driven - comfortable using sell-out dashboards, chain portals, and Excel trackers.

- Ability to manage a multi-city team (VMs, KAEs) with strong remote coordination.

- Understanding of trade margins, channel economics, and NBR profitability.

- High ownership mentality - proactive, not reactive.

Additional Key Responsibilities:

- Manage and nurture a portfolio of key accounts within the Modern Trade sector to ensure high client retention and satisfaction levels.

- Execute strategic business development initiatives to identify and onboard new high-value clients, expanding our footprint in the competitive retail landscape.

- Collaborate with internal recruitment teams to ensure the timely delivery of top-tier talent that meets the specific technical and cultural requirements of our clients.

- Analyze account performance metrics and market feedback to refine service delivery models and improve overall operational efficiency.

- Negotiate service agreements and commercial terms with stakeholders to ensure mutually beneficial partnerships and sustainable revenue growth.

Required Skillset:

- Demonstrated ability to manage complex stakeholder relationships and navigate high-pressure environments in the Modern Trade or retail recruitment space.

- Proven track record in business development, with a focus on lead generation, pipeline management, and closing high-value contracts.

- Exceptional communication and negotiation skills, with the ability to articulate value propositions clearly to senior management and decision-makers.

- Strong analytical mindset to interpret market data and translate it into actionable strategies for account growth.

- Ability to operate effectively in a hybrid work environment, balancing on-site client meetings in Mumbai or Delhi NCR with remote coordination and reporting.

- Candidates should possess 3 - 6 years of relevant professional experience in account management or business development roles.