Key Accounts Manager- Modern Trade

2 days ago

Mumbai, Maharashtra, India Chheda Specialities Foods Full time ₹ 6,00,000 - ₹ 18,00,000 per year

Role & responsibilities

  1. Business Development & Account Management

  2. Manage and grow business with key modern trade partners (e.g., Reliance, D-Mart)

  3. Drive sales and profitability through joint business planning (JBP), assortment management, and promotional activities.

  4. Identify new business opportunities within the modern trade ecosystem.

  5. Sales Planning & Execution

  6. Develop annual and monthly sales targets for each account to ensure achievement.

  7. Implement promotions, visibility and in-store activations to enhance brand presence.
  8. Monitor account-level sales, stock, and replenishment to avoid OOS situations.

  9. Manage high-pressure environments and deliver on tight deadlines and sales targets.

  10. Negotiation & Commercial Management

  11. Negotiate listings, margins, trade terms, visibility budgets and activation plans.

  12. Ensure timely submission and closure of POs, claims, and receivables.

  13. Track ROI on promotional spends and ensure cost efficiency.

  14. Relationship Management

  15. Build strong relationships with category managers, buyers, and store teams.

  16. Serve as the single point of contact for all account-level communication.

  17. Manage Internal sales team along with Sales officers and promoters

  18. Market & Data Analysis

  19. Analyse category and competition trends to identify growth opportunities.

  20. Track and report market share, price movements, and consumer insights.

  21. Present periodic business performance reviews to management.

  22. Travel & Market Coverage

  23. Regular travel across key cities and store locations to ensure on-ground execution, planogram compliance, and relationship building.

Key Skills & Competencies:

  • Strong understanding of FMCG / Food category and Modern Trade dynamics.
  • Excellent negotiation, analytical, and communication skills.
  • Proven ability to manage high-pressure situations and deliversales targets.
  • Strong relationship-building and stakeholder management abilities.
  • Data-driven decision-making approach.
  • Proficiency in MS Excel and PowerPoint.

Preferred candidate profile

  • MBA / Graduate in Business, Marketing, or related field.
  • 48 years of experience in FMCG sales (preferably Food / Snacks / Beverages category).
  • Prior experience in handling key accounts or modern trade customers is essential.

KPIs:

  • Quality of relationships and customer satisfaction across all key accounts.
  • Achievement of sales & profitability targets.
  • New product placements & range expansion.
  • ROI on activations and visibility spends.
  • Improvement in weighted distribution & share of shelf.
  • Timely claim settlements and receivable control.

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