Regional Key Account Manager - Modern Trade - FMCG

Key Responsibilities:

1. Planning & Achieving Topline

- Deliver strong regional growth for the Modern Trade channel

- Plan and review key channel performance metrics for regional MT accounts

- Build and monitor action plans to manage overall channel spends and improve ROI of investments within the region

2. Key Account Management

- Build and maintain strong relationships with key regional Modern Trade accounts

- Partner with key accounts to create and execute Joint Business Plans (JBPs) to drive regional channel growth

- Plan account-specific interventions to maintain shelf space, product placement, and assortments aligned to category and sales objectives

- Build and grow new region-specific accounts to improve MT footprint in the region

- Ensure sustainable and profitable growth by negotiating favorable trade terms, pricing, and promotional plans with key accounts

3. Account Servicing & Hygiene

- Drive sustained performance on account serviceability, fill rates, and resolution of customer issues

- Ensure availability and appointment of channel-specific distributors (if applicable) in coordination with channel sales teams

- Maintain commercial health of accounts through receivables control and strong commercial hygiene indicators and processes

- Initiate corrective actions to improve commercial and supply chain health of regional accounts

- Partner with account teams for planning and execution of new product launches and assortment compliance

4. In-Store Execution

- Drive implementation of portfolio, merchandising, and visibility plans across regional key accounts

- Formulate policies and action plans; monitor performance of merchandisers and promoters to drive in-store sales and brand objectives

- Monitor and track merchandising KPIs, including manpower deployment, planogram compliance, share of shelf (SOS), consumer promotions, and activation execution

5. Competition Analysis & Insights

- Track market trends, competitor activities, and consumer insights to identify growth opportunities within the region

- Analyze regular performance reports for regional accounts covering sales, forecasts, budgets, and in-store spends

6. Team Management

- Coach and guide Modern Trade field teams, merchandisers, and promoters toward achievement of business objectives

- Set performance targets, monitor progress, and drive continuous improvement

- Communicate methods, policies, and ways of working to ensure strong adherence and execution discipline

- Ensure field teams remain motivated, engaged, and performance-focused.