Key Account Manager Modern Trade

The Key
Account Manager – Modern Trade is responsible for managing relationships with
modern trade partners, driving sales growth, ensuring product availability,
negotiating terms, and executing promotional activities across key accounts.
The role involves achieving sales targets, building strong partnerships, and
contributing to overall business growth in the modern trade channel.

Roles & Responsibilities

Includes,
but not limited to:

• Manage and grow business
  with assigned modern trade key accounts (national & regional
  chains).
  
• Achieve sales, revenue, and
  profitability targets as per the business plan.
  
• Develop and implement joint
  business plans (JBP) with key accounts.
  
• Negotiate annual contracts,
  margins, trading terms, and promotions with retailers.
  
• Ensure listing of new
  products, timely execution of promotions, and visibility at store
  level.
  
• Monitor and ensure proper supply
  chain, replenishment, and stock rotation at account level.
  
• Analyze sales trends,
  competitor activities, and market insights; recommend corrective actions.
  
• Coordinate with the
  marketing team for brand visibility, planogram compliance, and in -store
  branding.
  
• Drive sell -out through
  promoters/merchandisers and train store staff on product knowledge.
  
• Conduct regular business
  reviews with key accounts and internal stakeholders.
  
• Resolve account -level issues
  related to supply, finance, or operations.
  
• Support in expansion to
  new chains and geographies within modern trade.
  

Key Performance Indicators (KPIs)

• Achievement of sales &
  revenue targets in modern trade.
  
• Growth of business in key
  accounts.
  
• New product listings and
  promotional execution.
  
• Improvement in market share
  & brand visibility.
  
• Accuracy of sales
  forecasting & reporting.
  
• Strong relationship with key
  retail partners.
  

Requirements

Experience & Preferred Skills

• Graduate / Postgraduate (MBA
  preferred).
  
• 5–10 years of experience in Modern Trade sales
  (FMCG, Consumer Durables, Home Appliances, or similar industry).
  
• Proven experience in key
  account management with national/regional chains.
  
• Strong negotiation &
  contract management skills.
  
• Good understanding of modern
  trade dynamics & business models.
  
• Excellent communication,
  interpersonal, and analytical skills.
  
• Ability to manage
  cross -functional teams and deliver results under deadlines.
  
• Willingness to travel across
  locations for business needs.