Manager - National Key Account Management - Modern Trade - FMCG

Manager National Key Accounts (Modern Trade)

Location: Mumbai

Reports To: Head Modern Trade

Team Handling: NO (It is an Individual Contributor role)

D Mart and Reliance Retail - These two National accounts handling experience is a MUST.

Candidates Only from FMCG Sector needs to apply.

Role Objective:

To drive revenue, visibility, and market share through effective management of national modern trade accounts across key retail chains. The role involves developing strategic partnerships with key retail customers, executing joint business plans, and ensuring alignment with overall brand and sales objectives.

Key Responsibilities:

Key Account Management

- Own and manage relationships with national modern trade chains (e.g., Reliance Retail, Big Bazaar, DMart, Spencers, Amazon Fresh, etc.).

- Negotiate annual terms of trade, including margins, visibility spends, and joint marketing plans.

- Ensure timely execution of promotions, new product launches, and in-store activations.

Business Planning & Target Achievement

- Develop and execute annual operating plans and quarterly business plans for each key account.

- Drive sales growth and ensure achievement of volume, value, and profitability targets.

- Track and manage account-level P&L and return on investment (ROI) metrics.

Category Development & Promotions

- Work with category teams of retailers to drive category growth initiatives.

- Implement brand-specific plans and ensure compliance with marketing guidelines.

- Analyze competitor activity and recommend counter strategies.

Cross-Functional Coordination

- Liaise with supply chain to ensure stock availability and fill rates.

- Coordinate with finance on receivables, claims, and credit note reconciliation.

- Partner with the marketing team for campaign execution and visibility planning.

MIS & Reporting

- Generate and share periodic performance dashboards by account.

- Conduct regular business reviews with retail partners and internal stakeholders.

Key Requirements:

- Education: MBA from a reputed institute (preferably in Sales & Marketing / Retail Management.

- Experience: 5 - 8 years of experience in FMCG/Consumer Goods with at least 2 - 3 years in Modern Trade / National Key Accounts.

Skills:

- Strong negotiation and relationship management skills.

- Analytical and data-driven decision-making.

- Ability to work cross-functionally and manage multiple stakeholders.

- Excellent communication and presentation skills

Preferred Industry Background:

FMCG (Food & Beverages, Personal Care, Home Care).