National Key Account Manager

13 hours ago

Gurugram, India VLCC Full time

Position:
National Key Account Manager

Function:
Sales – Modern Trade

Location: Sector 63, Gurgaon

Reporting To:
Head – Modern Trade

Role Overview

The
National Key Account Manager
will be responsible for managing modern trade partners, driving volume and value objectives, negotiating trade terms, and ensuring in-store execution across India. This is a critical role that requires strategic planning, relationship management, and strong cross-functional collaboration to achieve business goals.

Key Responsibilities

Business & Sales Objectives

  • Develop and execute annual operating plans for key accounts.
  • Negotiate strategic alliances, TOTs (Terms of Trade), and promotions with modern trade chains.
  • Deliver volume, value, and profitability targets within budget.
  • Expand distribution and ensure ND/WD objectives are achieved.

Marketing & Activation

  • Liaise with Brand, Marketing, and S&CM teams to plan quarterly activity calendars.
  • Ensure prominent shelf space, visibility, and merchandising in stores.
  • Execute consumer promotions, product launches, and brand activations in modern trade outlets.

Financial Management

  • Operate within budgeted channel costs.
  • Manage claims, trade schemes, debit notes, and ensure timely settlements.
  • Document TOTs and approvals for audit purposes.
  • Ensure timely submission of NOCs from vendors.

Outlet Management

  • Maintain a database of key modern trade outlets.
  • Ensure correct placement and maintenance of assets/merchandising units.
  • Prepare and execute regular journey plans for store visits and reviews.

Reporting & Analytics

  • Provide accurate and timely sales, promotion, and execution reports.
  • Monitor performance versus plan and take corrective actions where needed.
  • Track and report competition activities, pricing, and promotions.

Candidate Profile

Education & Experience

  • Full-time graduate/postgraduate (MBA preferred) from a reputed B-School.
  • Minimum 5-10 years' experience in leadership role as KAM in Modern Trade.
  • FMCG/Personal Care industry experience mandatory.

Skills & Competencies

  • Strong negotiation and relationship-building skills.
  • Proven ability to deliver sales objectives and manage large accounts.
  • Excellent communication, presentation, and analytical skills.
  • Strategic thinker with hands-on execution ability.
  • Resilient, resourceful, and able to work under pressure.

Why Join Us?

  • Opportunity to drive Modern Trade strategy for a leading personal care brand.
  • High-visibility role with cross-functional exposure.
  • Fast-paced, growth-oriented culture with strong learning opportunities.

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