National Key Account Manager Modern Trade

Job Description Job Title: National Key Account Manager-Modern Trade Location: Mumbai HO, India Why we exist . We exist to bring the power of ice cream to more people, in more places, in new and unexpected ways. As our founder Mr Wall's already said in 1922, for more people around the globe. About the company: Unilever, world's 3rd largest CPG company with revenues of $60mn, has announced the spinoff of its Ice cream business group and form an independent company. Ice cream as a business system has very different character & a distinct business system when compared to other Unilever categories as it requires a dedicated cold chain GTM, it's an impulse category and needs larger distributive and multichannel OOH footprint, needs agility to manage seasonality and rigour in front end execution. This bold move leads the creation of an iconic pure play ice cream company MAGNUM IC Company which operates in 80 countries with a revenue scale of $9bn globally, headquartered in Amsterdam. Magnum IC Company houses world's most iconic brands like Magnum / Ben & Jerry, Cornetto, Breyers ,Walls and Grom. This separation gives us boost to accelerate fast in the highly attractive $1 trillion snacking and refreshment industry, growing consistently globally. Magnum IC Company in India: In India, Kwality Wall's (brand of Hindustan Unilever) is a large IC business with national presence. The HUL board has approved the demerger of Kwality Walls India business as a separate listed entity. Hence KWIL will be 100% part of the Magnum IC company with its India head office in Mumbai. The Role: This role manages Modern Trade of IC business - Modern Trade Business. They will be working as National KAM and manage Sales operations at the front end and will be responsible for both account management, MT strategy and sales & execution ownership. They will have reporting of regional MT ASMs, national KAMs and regional KAMs. Description of the Role Modern Trade National Account Manager Accounting Ownership & Joint Business planning - Spearhead Annual Joint Business planning with Top MT accounts (Reliance, Dmart, Spencer, Wellness) and Regional chains - Negotiate TOTs, visibility investments, pricing activation plans, new product listings and MT-exclusive innovations. - Foster strong partnerships with category buyers to drive mutual growth - Establish a robustcontract matrixfor national KAMs, regional KAMs, and MT ASMs to ensure alignment and accountability Customer & Channel Strategy - Develop and implement6P strategiesfor all MT customers-ensuring optimal SKU mix, promotions, activations, and visibility. - Map and co-create plans aroundcustomer-led eventsto unlock incremental growth opportunities. MT Sales Leadership - Deliverrevenue and market share targetsfor the MT channel across India. - Lead and coach a high-performing team ofregional MT ASMs and KAMs, driving last-mile execution excellence. Distributor and Partner management - Lead and Manage MT Distribution partners and common (MT, GT) Distributors - Plan and deploy the right GTM for MT servicing (exclusive MT Distributors) - Monitor distributor infrastructure and investments-stock holding, credit, fill rate, and delivery timelines-to ensure seamless execution. - Plan, deploy and measure the right service mix (# Salesmen, Visit frequency) for effective demand capture In-Store execution excellence - Deliver on quarterly and monthly execution plans (Coverage, Bills, Assortment, OSA, promo width) - Maximize offtake through strategicfreezer placementsat high-traffic store hotspots. - Enforce planogram compliance, brand visibility and price visibility standards - Deploy and oversee promoter performance, shopper engagements and sampling program to enhance shopper experience Business Planning - Plan and align forecast with Demand planning team to minimize out of stock (OOS) - Ensure disciplined execution of promo calendars and claim settlements - Benchmark competition on portfolio, spend, and pricing to maintain a competitive edge. Chilled Capacity Expansion - Strategically deploy the right number and size offreezer cabinetsacross MT stores to drive throughput. - Drive expansion in new standalone MT stores (self- service supermarkets) Critical Success Factor for the role Key Skills: - Strong analytic, quantitative and qualitative - Business acumen - Insight into action - Negotiation thinks customer's category strategy - think customer / channel shoppers - think of delivering profitable category growth - think of business opportunities Experience and skills required: - Essential: - Post-graduation in business/marketing - Self-motivated with analytical rigor - Experience in leading teams is critical - Desirable:Customer-facing experience Overall Sales & Marketing experience 5+ years We are committed to developing and nurturing talent within our Ice Cream company. We are committed to providing ample options for career growth and exploration, allowing our employees to explore roles and opportunities across the new Ice Cream organization. Employees career development is a priority for us, and we are dedicated to supporting their growth journey within the new company. Leadership Behaviours: Should meet or exceed expectations on the Standards of Leadership behaviours: - Purpose & Service: Works from purpose for the good of others. - Personal Mastery: Always brings their best self. - Agility: Constantly curious & courageous. - Business Acumen: Generate value in Channels & Customers. - Talent Catalyst: Develops & magnifies the power of people. - Consumer Love: Creates better futures for our consumers every day. - Passion for High Performance: Inspires the energy needed to win and grow Are you up for this exciting challenge