Yoga Bar

Head - National Key Accounts (Modern Trade)

Bangalore | Full-time

About the Role:

The Head - National Key Accounts will lead Yoga Bar's Modern Trade business by defining and executing the long-term commercial strategy across all National Key Accounts. This role is responsible for driving sustainable growth, owning strategic customer relationships, leading Annual Business Planning (ABP) and Joint Business Planning (JBP), and ensuring profitable growth across all Modern Trade channels. Working closely with Sales, Finance, Category, Trade Marketing, Supply Chain and Leadership, you will shape the overall channel strategy while mentoring the NKAM team.

Key Responsibilities:

- Own the end-to-end Modern Trade strategy across National and Regional Modern Trade accounts.

- Lead Annual Business Planning (ABP), Joint Business Planning (JBP), and customer growth strategies.

- Drive revenue, profitability, market share, and long-term business growth across key accounts.

- Own customer P&Ls, pricing strategy, assortment planning, trade investments, promotional effectiveness, and ROI.

- Lead annual commercial negotiations, business reviews, and strategic customer partnerships.

- Partner with Trade Marketing, Category, Finance, Supply Chain, and Demand Planning to execute channel plans.

- Identify white-space opportunities, expansion plans, and category growth initiatives.

- Monitor market trends, shopper insights, and competitor activity to influence business decisions.

- Coach and mentor the NKAM team while fostering a high-performance culture.

- Present business performance, forecasts, and strategic recommendations to senior leadership.

Experience & Qualifications:

- 2 - 7 years of experience in FMCG with strong exposure to Modern Trade and National Key Account Management.

- Proven experience in developing and executing strategic business plans across multiple National Key Accounts.

- Strong expertise in Annual Business Planning (ABP), Joint Business Planning (JBP), commercial negotiations, P&L management, and business strategy.

- Experience managing leading retailers such as Reliance Retail, DMart, Lulu, Spencer's, More Retail, Nature's Basket, Metro, Star Bazaar, and other regional Modern Trade chains.

- Demonstrated ability to influence senior stakeholders and collaborate across cross-functional teams.

- Excellent analytical, commercial, negotiation, and leadership skills.

- Prior experience mentoring or leading a small team is preferred.