National Key Account Manager - Modern Trade - FMCG

Job Description:

The KAM will be responsible for managing and growing the company's business with national modern trade retailers by developing strategic partnerships, implementing trade plans, and ensuring best-in-class execution. This role requires strong negotiation, analytical, and cross-functional coordination skills.

Key Responsibilities:

1) Account Management:

- Build and maintain strong relationships with national modern trade customers.

- Develop Joint Business Plans (JBPs) with key accounts and align on targets, promotions, and merchandising plans.

2) Revenue Growth & Target Achievement:

- Deliver volume, value, and profitability targets for assigned accounts.

- Ensure strong month-on-month growth and accurate forecasting.

3) Promotions & Marketing Execution:

- Plan and execute promotional campaigns, seasonal offers, and new product launches.

- Work with marketing and trade marketing teams to create impactful in-store visibility.

4) Operational Excellence:

- Ensure proper order management, timely deliveries, and stock availability.

- Coordinate with supply chain, finance, and customer service teams.

5) Data & Analytics:

- Analyze sales trends, ROI of trade spends, and market share.

- Present account performance reports and recommend actionable insights.

6) Team & Internal Coordination:

- Work closely with the MT sales team, merchandisers, and warehouse for execution at store level.

7) Compliance & Commercials:

- Ensure adherence to company policies, commercial agreements, and credit limits.

- Negotiate annual contracts, margins, and trade terms.

Qualifications:

- MBA in Sales/Marketing or related field preferred.

- Strong understanding of India's modern trade landscape.

- Proven success in managing key retail chains on a national level.

Key Competencies Required:

- Relationship Management - Strong rapport-building skills with retail chains and buyers. Negotiation Skills - Ability to close commercial agreements effectively.

- Analytical Thinking - Strong with data, analytics, and drawing insights from numbers.

- Execution Orientation - Detail-oriented and ensures strong execution across locations.

- Cross-functional Collaboration - Works seamlessly with marketing, supply chain, and finance teams.

- Problem-solving - Quick on-the-feet thinking, especially when dealing with OTIF, returns, or visibility challenges.

- Tech-savvy - Familiarity with ERP, Excel, PowerPoint, and reporting tools.