National Key Accounts Leader

15 hours ago

Mumbai, Maharashtra, India General Mills Full time ₹ 18,00,000 - ₹ 28,00,000 per year

POSITION: National Key Account Manager
REPORTS TO: Head – Bakeries & Food Services
A. KEY PURPOSE
This position is responsible for leading and expanding Food Services business across national and strategic accounts (QSR, Airlines, Cafes, HORECA). The role will drive business growth through strategic partnerships, deeper penetration with existing customers, and unlocking new accounts leveraging General Mills' portfolio. In addition, the position will also directly manage national key accounts within the Bakeries business, complementing the wider Bakeries sales team.
B. KEY RESPONSIBILITIES

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Strategic Growth in Food Services
o
Develop and implement the national Food Services strategy in line with business objectives
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Identify growth opportunities across channels (QSR, Cafes, Airlines, HORECA) and build joint business plans with top customers
o
Co-create menu and category opportunities by leveraging General Mills' product portfolio

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Account Management & Development
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Lead relationships with Food Services accounts, positioning General Mills as a preferred innovation and growth partner.
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Expand penetration within customer menus by introducing new product lines, innovations, and formats.
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Negotiate annual trade terms, contracts, and activations with Food Services accounts.
o
Manage the national Bakery key accounts, ensuring growth in line with overall Bakeries strategy.

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Innovation & Marketing Integration
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Partner with Marketing, R&D, and QA to create customer-specific innovations and customized solutions.
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Drive visibility, promotions, and activations in Food Services channels to strengthen consumer connect.
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Translate customer insights into actionable business opportunities.

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Performance Delivery
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Achieve planned sales, distribution, and profitability targets for Food Services.
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Ensure effective utilization of trade spends and marketing budgets.
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Monitor performance by account and channel; proactively recommend corrective actions.

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Cross-functional Collaboration & Leadership
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Collaborate with Operations & Supply Chain for demand planning, service levels, and stock availability.
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Work with Finance/FP&A for account profitability and spend effectiveness.
o
Provide guidance and act as a senior resource to Key Account Managers in the Food Services team.
C. KEY INTERFACES
Internal

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Marketing – Promotions, launches, category growth.

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R&D / QA – Innovation pipeline, customer-specific solutions.

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Operations & Supply Chain – S&OP, logistics, service levels.

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Finance – Profitability, trade spend ROI.
External

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Stakeholders of Food Services accounts (QSRs, Airlines, Cafes, HORECA).

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National Bakery key accounts

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Agencies and partners for activations and promotions.
D. INCUMBENT PROFILE

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Education: MBA in Marketing/Sales preferred

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Experience: 8–12 years of Sales & Key Account Management experience in FMCG/Food industry, with minimum 3–4 years in Food Services at regional or national level.

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Expertise: Proven track record in managing national accounts, leading negotiations, and driving business growth in Food Services. Exposure to Bakery accounts is an added advantage.

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Skills:
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Strategic thinking with strong execution skills.
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Excellent negotiation and relationship management.
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P&L ownership and commercial acumen.
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Ability to collaborate cross-functionally and influence stakeholders.

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