Job Description:

National Key Account Manager - Modern Trade, Q-com, E-com & HoReCa

Location: Gurugram, India (Head Office)

Function: Sales - National Key Accounts

Reporting To: Head of Sales / Business Head

Experience: 10 to 15 Years

Category: Beverages/FMCG

About the Company:

We are hiring for a well-funded, fast-growing beverage company that is building innovative and scalable brands across India and international markets. With an expanding energy drink and lifestyle beverage portfolio, the company is aggressively building its sales and distribution network across Modern Trade, Quick Commerce, E-Commerce, HoReCa and Institutional channels.

Role Overview:

We are looking for a dynamic, entrepreneurial National Key Account Manager to own and scale the company's organized-retail and digital commerce business across India. This role owns the national key account strategy end to end across Modern Trade, Quick Commerce, E-Commerce and HoReCa - driving revenue growth, managing channel P&L, and building strong commercial relationships with leading retail chains, marketplaces and quick commerce platforms. The ideal candidate combines strong commercial acumen and key-account relationship skills with hands-on, multi-channel experience across modern trade and digital commerce in FMCG, beverage, food & beverage, or consumer goods.

Key Responsibilities:

- Own the complete P&L for Modern Trade, Quick Commerce, E-Commerce and HoReCa business across PAN India.

- Develop and execute the annual national key account business plan to deliver revenue, profitability and market share objectives.

- Build, manage and strengthen strategic partnerships with national accounts and platforms - Modern Trade chains, Amazon, Flipkart, Blinkit, Zepto, Swiggy Instamart, BigBasket, Jiomart, HoReCa customers, institutional buyers and other emerging retailers.

- Lead end-to-end account management: onboarding, commercial negotiations, annual business plans (ABPs), trade terms, promotions and joint business plans (JBPs).

- Secure new listings and ensure seamless catalogue management, content optimization, pricing and availability across all channels.

- Plan and execute promotional calendars, visibility campaigns, platform-funded activity and seasonal sales events.

- Drive assortment strategy, new product launches and channel-exclusive SKUs across modern trade and digital commerce.

- Monitor sales performance, inventory health, fill rates, stock availability and demand forecasting in collaboration with supply chain and operations.

- Track collections, claims, trade spends and overall channel/account profitability.

- Analyze channel performance, consumer trends, competitive activity, pricing and campaign effectiveness to identify growth opportunities.

- Coordinate closely with Marketing, Finance, Supply Chain, Customer Service and Brand teams to ensure seamless execution of account and channel initiatives.

- Guide and align city/account-level Key Account Managers where applicable, ensuring consistent commercial terms and execution standards nationally.

- Prepare sales forecasts, account plans, MIS reports, dashboards and business reviews for leadership.

Preferred Qualifications:

- Bachelor's degree in Business, Marketing, Commerce or related discipline; MBA preferred.

- 8 - 10 years of experience in Key Account Management, Modern Trade Sales, E-Commerce/Quick Commerce Sales or Institutional Sales within FMCG, beverage or consumer goods.

- Proven track record managing accounts across multiple channels - Modern Trade, Quick Commerce, E-Commerce and/or HoReCa - with strong existing relationships preferred.

- Strong understanding of marketplace operations, category management, digital merchandising and performance marketing fundamentals.

- Experience handling P&L, trade budgets, commercial negotiations and revenue growth.

- Excellent analytical, negotiation, stakeholder management and communication skills.

- Highly entrepreneurial, with the ability to build and scale a national account portfolio from the ground up.

- Beverage industry experience strongly preferred; broader FMCG experience also considered.

Compensation: Competitive fixed compensation, performance-linked incentives, and benefits.