Key Accounts Manager

2 days ago

Bengaluru Delhi Mumbai NCR, India 3F Industries Full time ₹ 12,00,000 - ₹ 36,00,000 per year

The Key Account Manager (KAM) Chocolate Division is responsible for driving sales growth, profitability, and market share of the companys chocolate portfolio through strategic management of key retail and distribution accounts. The KAM will develop and execute joint business plans, ensure effective execution, and build long-term relationships with key partners to achieve volume and revenue targets.

1. Account Management

  • Manage relationships with key accounts , general trade, (e.g., Bakers, Chocolatiers , wholesalers, Suppliers and distributors).
  • Negotiate annual contracts, pricing, trade terms, and promotional agreements with key accounts.
  • Develop Joint Business Plans (JBP) with accounts to achieve mutual growth objectives.
  • Monitor account performance and take corrective actions to meet sales and profitability targets.

2. Sales Planning & Execution

  • Develop and implement sales strategies to achieve monthly, quarterly, and annual sales targets
  • Forecast demand and ensure product availability to minimize stock-outs and overstocks.
  • Track competitor activities and provide market intelligence to guide strategic decisions.

3. Financial & Performance Management

  • Monitor account profitability, trade spending, and return on investment (ROI).
  • Ensure timely collection of payments and adherence to credit terms.
  • Prepare sales reports, performance analyses, and recommendations for management review.

4. Cross-Functional Collaboration

  • Work closely with supply chain, marketing, and finance teams to ensure smooth business operations.
  • Coordinate with SBU Head to align on pricing, promotions, and product assortment.

Qualifications

  • Masters degree in Business Administration, Marketing, or related field

Experience:

  • 1216 years of experience in Key Account Management or Sales within the Chocolate/ Non Dairy Whip Toppings / Bakery & Food & Ingredient industry, preferably in chocolate or confectionery products.

  • Proven experience managing large retail accounts or distributors.

Skills:

  • Strong negotiation and relationship-building skills.
  • Excellent analytical and presentation abilities.
  • Proficient in sales forecasting, budgeting, and business analysis.
  • Familiarity with trade marketing and merchandising principles.
  • Proficiency in MS Excel, PowerPoint, and CRM/SFA tools.

KPIs (Key Performance Indicators)

  • Net sales growth and volume achievement.
  • Account profitability and trade spend efficiency.
  • Market share growth in key accounts.
  • Execution excellence (availability, visibility, promotions).
  • Customer satisfaction and retention.

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