Key Account Manager

Job Description – KAM (SAMT / RMT – Standalone MT & Regional Chains)

Job Purpose

The Key Account Manager (SAMT/RMT) is responsible for managing and growing business across Standalone Modern Trade outlets and Regional Chains (e.g., Lulu, regional retail groups, local MT formats). The role focuses on driving sales, improving store-level execution, strengthening customer relationships, and ensuring profitable growth through effective planning and execution.

Role Details

• Position: KAM – SAMT / RMT
• Department: Sales
• Reporting Manager: ZSM
• Location: Chennai & Kochi

Mandatory - Experience into Modern trade

Industry : Home furnishing, Textile, Home Decor, Beauty, Luggage, Consumer Durable and fashion

Key Responsibilities

1. Account Management – Standalone & Regional Chains

• Manage key accounts across Standalone MT stores and Regional Chains (e.g., Lulu, regional supermarkets, local retail groups)
• Build strong working relationships with buyers, store managers, and regional decision-makers
• Drive business expansion within existing accounts and improve share of shelf

2. Sales Growth & Business Delivery

• Achieve monthly, quarterly, and annual sales targets
• Drive sell-in and sell-out performance across stores
• Ensure consistent year-on-year growth across assigned accounts

3. Store-Level Execution Excellence

• Ensure strong in-store visibility, merchandising, and promotions
• Monitor store-wise performance and availability
• Drive execution through brand staff / promoters

4. SKU Planning & Assortment Optimization

• Plan and execute store-wise assortment based on local demand
• Track SKU performance and take actions on slow-moving inventory
• Ensure the right mix to drive both volume and profitability

5. Channel Expansion

• Identify opportunities to onboard new standalone MT stores and regional retail chains
• Expand footprint within existing chains by increasing store coverage and range

6. Commercial Management & Controls

• Handle account-level commercials including discounts, schemes, and negotiations
• Ensure closure of Debit Notes, Credit Notes, and reconciliations
• Maintain strong control on margins and profitability

7. Inventory & Supply Coordination

• Ensure optimum stock levels across stores and warehouses
• Coordinate with SCM and warehouse teams for timely replenishment
• Manage seasonal inventory to avoid stock-outs or overstocking

8. Performance Tracking & Reporting

• Monitor KPIs such as sales, productivity per store, SKU performance, and inventory turns
• Identify gaps and drive corrective actions

Competencies & Skills Required

• Strong understanding of Standalone MT & Regional Retail dynamics
• Ability to manage multiple smaller yet high-potential accounts
• Strong execution focus (store-level impact mindset)
• Good negotiation and relationship-building skills
• Analytical ability for sales and SKU performance tracking

Key Interactions

• Internal: NKAM, RSM, ASO, Brand Staff, Marketing, Category, HR, Finance, SCM, IT
• External: Store Managers, Regional Buyers, Retail Owners, Distributors, Vendors

Educational Qualification & Experience

• Qualification: MBA / PG (Preferred)
• Experience: 5–10 years in Modern Trade / Regional MT / Standalone Retail Accounts
• (Preferably in Textile, FMCG, Retail, FMCD)

Key Competencies

• Execution Excellence
• Stakeholder Management
• Result Orientation
• Ownership Mindset