manager- Key Accounts

Manager Key Accounts SAARC & Exports

Purpose / Mission

This role is responsible for driving sell-out performance, market share, and brand visibility across Key Accounts in SAARC countries and Exports Markets. The incumbent will lead strategic planning, relationship building, and business development initiatives across distributors, partners, and regional key accounts to achieve profitable growth. This includes managing seasonal assortments, executing sell-out initiatives, increasing in-store visibility, and building strong business partnerships across territories.

Key Responsibilities

Functional Responsibilities

• Own and manage the sell-in and sell-out strategy across SAARC countries and Exports markets, including distributors and key regional partners.
• Achieve and exceed the sales quota, while driving profitable and sustainable growth across assigned export territories.
• Develop and implement account-specific business plans and quarterly/annual forecasts in alignment with country-specific dynamics and opportunities.
• Drive seasonal product assortments, forecasts, and sales programs based on market trends, customer profiles, and brand objectives.
• Plan and execute sell-out initiatives, including promotional calendars, retail training, and partner activation plans.
• Identify and onboard new strategic partners or distribution channels in emerging markets to expand brand footprint.
• Collaborate with partners to optimize store-level execution, including planogramming, merchandising, and staff training to enhance consumer experience and conversion.
• Leverage market and competitor insights to adapt strategies, product mixes, and pricing for each country's specific needs.

Key Account Relationship & Internal Collaboration

• Build and maintain strategic relationships with Key Account stakeholders across all SAARC and Export partners.
• Act as the primary point of contact and internal advocate for all assigned accounts—coordinating cross-functional support from Visual Merchandising, Marketing, Finance, and Supply Chain teams.
• Work closely with distributor and regional retail teams to enhance visibility and sell-through at point-of-sale (POS).
• Ensure timely execution of seasonal launches, campaigns, and retail programs across export markets.
• Present regular business reviews and market intelligence updates to internal leadership and account stakeholders.

Controlling & Reporting

• Monitor and track sell-in, sell-out, and retail inventory performance.
• Enforce global trade terms, pricing policies, and channel guidelines across accounts.
• Analyze POS data, competitor activity, and market dynamics to adjust business plans in real time.
• Provide realistic and data-driven forecasts, and ensure customer compliance with agreed business targets and plans.
• Generate reports on account performance, space penetration, pricing, and other key KPIs to internal and regional stakeholders.

Professional Background

• Experience: Minimum 5 years in sales and Key Account Management, preferably with experience in exports, regional distribution, or international markets.
• Industry: Sportswear, fashion, lifestyle, FMCG, or consumer brands with channel/distributor-led go-to-market strategies.
• Geographic Exposure: Strong understanding of SAARC countries, their consumer dynamics, and export processes.

Educational Background

• MBA or equivalent qualification, with a focus in Sales, Marketing, or International Business preferred.

Key Success Metrics

• Sell-out growth and revenue vs target across SAARC & Export partners
• Increase in shelf share, space, and brand visibility in export retail locations
• Improvement in partner compliance and execution
• On-time seasonal rollouts and trade activation
• Expansion of channel partners or geographic footprint