Job Title: Key Accounts Manager - South (Modern Trade)

Location: Bangalore

Industry: FMCG - Beauty & Personal Care

Function: Sales / Key Account Management

Experience Required: 4+ years (Mandatory MT experience in Beauty & Personal Care industry)

Role Overview:

We are seeking an experienced Key Accounts Manager (KAM) to drive Modern Trade business for the South region, with a special focus on leading Beauty & Personal Care categories. The ideal candidate will manage strategic MT accounts, build strong customer partnerships, deliver growth targets, and strengthen in-store excellence across regional and national chains.

Key Responsibilities:

1. Key Account Management:

- Manage and grow business with major Modern Trade accounts (regional & national chains) across South India.

- Drive JBP (Joint Business Planning), assortment planning, promotions, and new product introductions.

- Monitor and improve account-level profitability, margins, and trade spends.

- Lead negotiations on visibility, listings, annual agreements, and activation plans.

2. Sales & Revenue Growth:

- Deliver sales, volume, and market share targets across Beauty & Personal Care categories.

- Track weekly & monthly sales performance, identify gaps, and implement corrective actions.

- Drive region-specific strategies to enhance brand presence and category leadership.

3. Retail Execution & Operations:

- Oversee execution of in-store visibility, planograms, promotions, and merchandising standards.

- Collaborate with distributor/partner teams to ensure fill rates, on-time replenishment, and strong supply chain efficiency.

- Conduct periodic store audits and competitor analysis.

4. Cross-functional Collaboration:

- Work closely with marketing, supply chain, finance, category management, and the national MT team to execute business plans.

- Coordinate with the demand planning team for accurate forecasts and inventory management.

- Provide insights to category/marketing teams on shopper behavior and regional trends.

5. Stakeholder & Team Management:

- Manage field promoters, merchandisers, and regional MT sales teams where applicable.

- Build strong relationships with buying teams, regional managers, operations heads, and store leadership at key accounts.

Candidate Requirements:

- Mandatory: 4+ years of FMCG Modern Trade sales experience.

- Industry Experience: Strong experience in Beauty & Personal Care industry(mandatory).

- Proven track record of handling key MT accounts such as Reliance, DMart, Spar, Metro, Lulu, More, Spencer's, etc., national/regional chains.

- Strong negotiation, analytical, and relationship-management skills.

- Ability to independently drive business planning and execution.

- Excellent communication, presentation, and stakeholder-management skills.

- Willingness to travel extensively across South India.

Education:

- MBA/PGDM in Sales & Marketing or related field preferred.

- Bachelor's degree required.