National Key Accounts Manager - Alternate Channel Distribution - FMCG/FMCD

National Key Accounts Manager (NKAM) - ACD Channel

Location: Bangalore, India

Reporting to: Head - ACD Channels

Role Purpose:

The National Key Accounts Manager (NKAM) - ACD Channel will be responsible for driving business growth, strategic account management, and national expansion across Alternate Channel Distribution (ACD) segments including Institutional Sales, HOReCa, Corporate Accounts, CSD, CPC, and other emerging key account verticals on a PAN India basis.

The role will focus on developing long-term partnerships with key national accounts, enhancing channel profitability, driving execution excellence, and delivering revenue and market share objectives aligned with organizational goals.

Key Responsibilities:

Business Development & Revenue Growth:

Drive PAN India sales and revenue growth across ACD channels including:

1. Institutional Sales

2. HOReCa

3. Corporate Accounts

4. CSD (Canteen Stores Department)

5. CPC

6. Modern Alternate Channels and Emerging B2B segments

- Develop and execute annual business plans for key accounts and channels.

- Identify new business opportunities and strategic partnerships to expand channel presence.

Key Account Management:

- Build and maintain strong relationships with national and regional key accounts.

- Negotiate annual contracts, pricing agreements, trade terms, and commercial partnerships.

- Ensure high service levels and customer satisfaction across all managed accounts.

- Drive joint business planning with key customers.

Channel Strategy & Execution:

- Develop channel-wise growth strategies aligned with company objectives.

- Ensure effective implementation of trade schemes, promotions, and category initiatives.

- Monitor competitor activities, pricing, and market trends to identify growth opportunities.

- Collaborate with supply chain and operations teams to ensure seamless execution.

Stakeholder Management:

- Coordinate with internal cross-functional teams including Sales, Marketing, Finance, Supply

Chain, and Commercial functions.

- Work closely with regional sales teams to drive execution and account servicing.

- Present business reviews and growth plans to senior leadership.

Financial & Commercial Management:

- Deliver sales targets, profitability goals, and market share objectives.

- Manage account-level P&L and ensure commercial hygiene.

- Track receivables, claims, and trade spends effectively.

Team Leadership:

- Lead and mentor channel managers/executives where applicable.

- Build a high-performance, execution-focused culture.

Education:

- MBA preferred from Tier 1 / Premier B-School.

Experience:

- 8-15 years of relevant experience in Key Accounts / Institutional / Alternate Channel Sales within FMCG/FMCD/Consumer businesses.