Key Accounts Manager - Modern Trade - Consumer Durables

Key Account Manager Appliances (Modern Trade)

Location: Mumbai

Experience: 8 to 12 years

Industry: Consumer Durables / Appliances

Reporting to: National Sales Head Modern Trade

Job Purpose:

To drive business growth and market share for the appliances category in the modern trade channel by managing strategic accounts such as Croma, Reliance Digital, and other key modern retail partners. The role involves building strong customer relationships, executing joint business plans, and ensuring flawless execution at store level.

Key Responsibilities:

Account Management & Business Development:

- Manage and grow key modern trade accounts like Croma, Reliance Digital, Vijay Sales, etc.

- Develop and execute Joint Business Plans (JBP) with key accounts to drive category growth.

- Monitor and review sales performance, promotions, and visibility initiatives across partner outlets.

- Negotiate annual trading terms, pricing, and promotional spends with key accounts.

Sales Planning & Execution:

- Develop monthly and quarterly sales targets and ensure achievement through coordinated execution.

- Work closely with field teams to ensure in-store execution, planogram adherence, and stock availability.

- Coordinate with SCM and internal stakeholders to ensure timely dispatches and inventory planning.

Promotions & Merchandising:

- Plan and execute consumer and in-store promotions in collaboration with the marketing team.

- Drive visibility and branding initiatives across modern trade stores.

- Track ROI on marketing and promotion spends within the accounts.

Relationship Management:

- Act as a single point of contact for strategic account partners for all operational and strategic matters.

- Build long-term relationships with category heads and decision-makers at partner organizations.

Market Intelligence & Reporting:

- Track competition activities, pricing, new product launches, and industry trends.

- Provide regular business updates and reports to senior management on sales performance, gaps, and opportunities.

Candidate Profile:

Qualifications: Graduate with MBA/PGDM in Sales & Marketing preferred.

Experience:

- 8 to 12 years of experience in key account management, preferably in the consumer durables or appliances sector.

- Proven experience in managing modern trade partners like Croma, Reliance Digital, and other large-format retailers.

Skills & Competencies:

- Strong negotiation and communication skills.

- Strategic thinking with strong execution orientation.

- Ability to handle cross-functional coordination (sales, supply chain, marketing).

- Data-driven and analytical mindset.

- Team player with leadership qualities.