Key Account Manager- Modern Trade

1 month ago

Mumbai, India AB InBev India Full time

Primary Purpose of Role

Responsible for building and maintaining healthy relationships with Modern Trade accounts and driving Modern Trade business holistically, profitably, and sustainably. Responsible for closing Joint Business Plans with accounts and ensuring its execution. Responsible for business development and business operations driving key KPIs of volume and market share in the channel.


Role Responsibilities

· Responsible for building, growing and nourishing relationships with national accounts – at central as well as regional levels.

· Responsible for driving engagement with category team, supply chain team, commercial team etc., of these accounts.

· Responsible for closing Joint Business Plans with key accounts driving distribution, volume, visibility, and market share.

· Responsible for growing volume from existing outlets and getting incremental volume from new outlets.

· Responsible for driving NPI listing to ensure successful launch of new articles.

Responsible for setting up an effective RTM to drive 100% fill rate.

· Responsible for maintaining and tracking fill rate, market share and other dashboards and deriving actionable insights from the same

Responsible for doing competition analysis and providing timely insights.

· Responsible for driving channel business and ensuring execution as per the TOT.

· Responsible for primary and secondary as per the plan and driving tertiaries by activating different levers.

· Responsible for end-to-end business operations – forecasting, fill rate, supply chain, inventory management.

· Responsible for commercial reconciliation with key accounts.

Responsible for ensuring the right execution at the store level – planogram, category shelf, secondary displays, promo talkers etc.

Responsible for planning, closing, and executing the plans to activate key levers to win in this channel – availability, merchandising, consumer promo, sampling, and visibility.


Education and/ or specific experience

. Ideal Candidate: Post Graduation (MBA in Sales and Marketing) with 6+ years’ experience (3+ years in KAM role, preferably in beverage category)

. Superior knowledge and familiarity of Modern Trade channel, business operations, market, and consumer trends.


Skills and/or knowledge

  • High drive for results.
  • Strong believer in systems and processes.
  • Analytical mind, especially on sales, operations, and supply chain analysis.
  • Strong commercial acumen.
  • Excellent strategic thinking and planning ability.
  • Strong communication, negotiation, and interpersonal skills.
  • Proficient in excel

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