Sr. National Key Accounts Manager

4 weeks ago

Mumbai, Maharashtra, India Beco Full time
Who we are

At Beco, we are redefining sustainability in FMCG by offering eco-friendly products that are accessible and convenient. As we scale our retail presence, we are looking for a Senior NKAM– Modern Trade to lead and expand our footprint across major modern trade accounts. This role will be responsible for developing strategic partnerships, increasing market share, driving revenue growth, and ensuring execution excellence in key retail chains.

Are you someone who

- Has a deep understanding of modern trade dynamics and category management
- Can drive business growth through strategic tie-ups and account expansion
- Possesses strong negotiation and relationship management skills
- Thrives in a fast-paced, high-growth startup environment
- Can own and execute a modern trade strategy with a long-term vision

What will you do at Beco

Business Development & Strategy

- Develop and execute modern trade sales strategies to achieve revenue targets.
- Identify new business opportunities within key modern trade accounts.
- Drive strategic tie-ups and collaborations with major retail chains.
- Ensure penetration of new products and SKU expansion within existing accounts.

Key Account Management

- Manage and grow relationships with national and regional modern trade accounts (Reliance Retail, DMart, Big Bazaar, etc.).
- Negotiate annual business plans, Jobs to Be Done (JTBD), and promotional activities with retailers.
- Ensure effective in-store execution, stock availability, and brand visibility.
- Conduct quarterly business reviews (QBRs) with key accounts to optimize sales performance.

Sales & Performance Management

- Track and analyze sales data, category performance, and market trends to optimize execution.
- Monitor sell-in/sell-out trends and ensure optimal inventory levels at retail stores.
- Work closely with distributors and sales teams to streamline supply chain and fulfillment.
- Ensure compliance with business agreements, SOPs, and trade policies.

Promotions & Trade Marketing

- Collaborate with the marketing team to develop and execute impactful trade promotions.
- Plan and drive visibility programs, consumer activations, and promotional campaigns.
- Monitor ROI on trade spends and optimize promotional investments to maximize impact.
- Execute in-store branding initiatives to enhance brand presence.

Cross-functional Collaboration

- Work closely with supply chain, finance, and marketing teams to align on business goals.
- Coordinate with field teams and merchandising partners to ensure execution excellence.
- Ensure compliance with commercial agreements and promotional commitments.

Qualifications

- Bachelor's/Master's degree in Business, Sales, Marketing, or a related field (MBA preferred).
- 7+ years of experience in modern trade sales, preferably in FMCG, retail, or consumer goods.
- Strong experience in managing large modern trade accounts (Big Bazaar, DMart, Reliance Retail, etc.).
- Proven expertise in category management, sales forecasting, and trade negotiations.
- Ability to work with data and analytics to drive decision-making and optimize performance.

Best-fit Behavioral Traits

- Strategic thinker with an execution-focused mindset
- Strong relationship builder and negotiator
- Highly analytical and data-driven
- Self-motivated, goal-oriented, and thrives in a fast-moving environment
- Strong leadership skills with the ability to manage cross-functional teams

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