Responsibilities

1. Account Management & Revenue Growth

Deliver revenue, sell-in, sell-out, and gross margin targets for assigned RSS and top priority regional accounts.
Build and execute Joint Business Plans (JBPs) for both national accounts operating in the region and top priority regional accounts, covering sales, category expansion, visibility, activation, and profitability levers.
Drive regional store growth and category penetration by identifying new store listings, kitchen category expansion opportunities, and assortment upgrades.
Own commercial delivery for regional accounts, including revenue, profitability, pricing realization, and mix improvement.
Partner with corporate KAMs to align regional execution with national strategy and ensure JBP milestones are achieved.

2. Customer & Relationship Management

Develop strong working relationships with regional decision-makers, buying teams, and cluster managers across priority accounts.
Act as the primary regional interface to strengthen account engagement, communicate program priorities, and resolve escalations.
Partner with customer teams to jointly plan visibility, activation, and category expansion initiatives at the regional and store-cluster level.
Manage regional negotiations on visibility space, planogram adherence, and category placement opportunities.

3. Channel & Customer Strategy Execution

Translate channel and category strategies into actionable regional growth plans.
Drive implementation of assortment direction, kitchen category expansion, pricing adherence, and promotion execution as per corporate guidance.
Collaborate with Category, Supply Chain, Retail Marketing PMO, and Corporate KAMs to tailor execution plans for each priority account.
Ensure national programs are deployed as per SOP across all strategic stores.

4. Operational Excellence & Field Execution
Lead execution of regional programs, visibility interventions, category rollouts, kitchen expansions, and new store openings.
Steer and supervise regional tertiary sales teams to ensure strong sell-out delivery, on-shelf availability, and planogram compliance.
Drive structured store inspections for key outlets – assessing planogram compliance, stock health, kitchen presence, pricing accuracy, and visibility standards.
Ensure smooth operational coordination including orders, claims, supply chain alignment, OTIF, and fill rate performance.
Review account-wise service levels and drive corrective actions with SCM and commercial teams.
Maintain accurate forecasting inputs and provide guidance for S&OP alignment.
Use analytics and reporting tools to monitor performance, identify gaps, and generate actionable insights

5. Governance, Reviews & Commercial Control

Track and present regional account performance across revenue, sell-in, sell-out, kitchen penetration, gross margin, and JBP milestone delivery in monthly and quarterly reviews.
Monitor regional trade spend utilization, program execution efficiency, and promotion ROI while ensuring adherence to commercial guardrails.
Maintain pricing discipline and margin realization in line with category and account targets.
Ensure strong data hygiene, compliance with legal, financial, and credit-control policies.
Drive structured follow-ups to close performance gaps in revenue, category penetration, and sell-out delivery.

Qualifications

6-9 years of experience in RSS Account Management within FMCG / FMEG / Consumer Durables.
Proven track record in driving RSS account growth.
Strong commercial acumen, negotiation, and analytical skills.
MBA preferred; familiarity with data tools (Power BI, CRM) an advantage.

Key Account Manager