National Key Accounts Manager

Location: Gurgaon

Role Overview:

We are looking for an experienced National Key Accounts professional to lead and expand strategic institutional accounts across India. The role will be responsible for driving revenue growth, strengthening key customer relationships, identifying new business opportunities, and developing long-term commercial partnerships across large-format B2B channels. The ideal candidate will bring strong experience in institutional or national account management, with a proven ability to manage complex accounts, lead commercial discussions, and deliver sustainable business growth.

Key Responsibilities:

- Own and develop a portfolio of strategic national and institutional accounts across India, with accountability for revenue growth and account profitability.

- Develop and execute account strategies aligned with overall business objectives and growth plans.

- Drive business development across key channels including HORECA, airlines, QSRs, vending, airports, national chains, and corporate gifting.

- Identify and pursue new business opportunities with large enterprises and strategic customers to expand the national account portfolio.

- Build strong relationships with senior stakeholders, procurement teams, category heads, business leaders, and key decision-makers within client organizations.

- Lead commercial negotiations covering pricing, contracts, annual agreements, volumes, margins, and business terms.

- Develop joint business plans with key accounts to unlock incremental revenue and strengthen long-term partnerships.

- Track account performance, revenue pipelines, profitability, and business opportunities, and provide regular business reviews to senior leadership.

- Collaborate closely with internal teams including supply chain, finance, marketing, operations, and product teams to ensure seamless execution of key account commitments.

- Monitor market trends, customer requirements, competitor activity, and emerging institutional opportunities to identify areas for business expansion.

- Drive retention and wallet-share growth within existing strategic accounts through cross-selling, upselling, and solution-led engagement.

Candidate Profile:

- 5 - 6 years of relevant experience in National Key Accounts, Institutional Sales, B2B Sales, or Strategic Account Management.

- Experience managing large institutional or enterprise accounts with demonstrated ownership of revenue growth.

- Strong exposure to FMCG, F&B, QSR, hospitality, consumer products, or allied industries.

- Proven experience in handling commercial negotiations and closing high-value B2B opportunities.

- Strong understanding of national account development, business expansion, and relationship management.

- Ability to engage confidently with senior stakeholders and influence commercial decisions.

- Strong analytical, negotiation, presentation, and business planning skills.

- MBA/PGDM from a reputed institute would be preferred.

Key Success Areas:

- National account acquisition and expansion

- Revenue and margin growth

- Strategic account development

- New business generation

- Commercial negotiations

- Customer retention and wallet-share expansion

- Long-term institutional partnerships