National Key Account Manager
9 hours ago
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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