Key Account Executive - Modern Trade

Job Title: Exec/Sr. Exec - Key Account – Modern Trade

Location: Kolkata / Mumbai / Tamil Nadu / Delhi-NCR & Rajasthan / Gujarat / Pune

About the Role:

We are looking for a results-driven Key Account Executive – Modern Trade to drive Dot & Key's profitable sales and strengthen its presence across assigned Modern Trade accounts. The role will focus on account expansion, new listings, primary and tertiary sales targets, trade spend management, in-store visibility, stock availability, and building strong relationships with buyers and category teams.

Key Responsibilities:

• Drive account acquisition and expansion by onboarding new MT accounts, expanding store coverage, and securing new product listings.

• Own monthly primary and tertiary sales targets for assigned accounts and manage promotions within defined trade-spend limits.

• Drive in-store visibility and offtake through shelf space, endcaps, FSUs, planogram compliance, and merchandising audits.

• Coordinate with Supply Chain to ensure PO flow, fill rates, on-shelf availability, near-expiry management, and RTV adherence.

• Build strong relationships with buyers, category managers, and regional leads and drive Joint Business Plans (JBP), renewals, and scheme approvals.

• Coordinate with Finance to ensure timely payment tracking, debit note/claim resolution, and account reconciliations.

• Track competitor launches, pricing, trade terms, range, and promotional activities and provide relevant market intelligence.

• Work closely with Supply Chain, Finance, Marketing, Trade Marketing, Merchandising, and Category teams to ensure seamless execution.

Preferred Skills & Know-how:

• Strong understanding of Modern Trade, Key Account Management, and FMCG/Beauty/Personal Care retail.

• Good knowledge of trade terms, margins, promotions, scheme management, and commercial negotiations.

• Understanding of planograms, share of shelf, offtake, P&L, and retail audits.

• Strong Excel, reporting, retailer portal, and sell-out data analysis skills.

• Excellent relationship management, negotiation, commercial acumen, and execution skills.

• Strong ownership, follow-through, cross-functional collaboration, and data-driven approach.

Experience Requirements:

• Graduate in any discipline; MBA/PGDM in Sales or Marketing preferred.

• 3–6 years of experience in Modern Trade / Key Account Sales within FMCG, Beauty, Personal Care, or Pharmacy Retail.

• Proven experience in new listings, account expansion, target achievement, and managing National/Regional Modern Trade chains.