Job Title: General Manager – Key Account Management (KAM)
Location:Mumbai/Bangalore/Kolkata
Reporting To: Head – Alternate Channels
Team: Will lead and manage a team of Key Account Managers / Executives
Role Purpose
The General Manager – Key Account Management will be responsible for driving business growth across Key Accounts spanning Traditional Modern Trade, Modern Trade Chains, E-Commerce platforms, and Quick Commerce partners. The role will focus on strategic account management, joint business planning, commercial negotiations, and execution excellence to deliver topline growth, profitability, and market share.
Key Responsibilities
1. Key Account Strategy & Business Growth
- Develop and drive the overall Key Account strategy across Modern Trade, E-Commerce, and Quick Commerce channels
- Build Joint Business Plans (JBPs) with key customers to deliver volume, value, and visibility objectives
- Identify growth opportunities across assortment expansion, geographic reach, and new launches
- Drive revenue, market share, and profitability for all assigned accounts
2. Customer Relationship Management
- Build strong senior-level relationships with key account partners
- Act as the single point of contact for strategic customers
- Lead periodic business reviews with customers
- Ensure alignment on growth plans, promotions, and activation calendars
3. Commercial & Negotiations
- Lead annual commercial negotiations including margins, investments, and trade terms
- Drive optimal ROI on trade spends, promotions, and listing fees
- Monitor account-wise profitability and ensure financial discipline
- Manage contracts, agreements, and compliance with key customers
4. E-Commerce & Quick Commerce Management
- Drive growth across online marketplaces and quick commerce platforms
- Optimize assortment, pricing, and visibility across digital channels
- Work closely with marketing for digital activations and platform campaigns
- Improve fill rates, availability, and supply chain coordination
5. Execution Excellence
- Ensure strong execution of promotions, launches, and visibility initiatives
- Track secondary sales, inventory, and replenishment planning
- Drive on-shelf availability and reduce stock-outs
- Monitor competition and recommend corrective actions
6. Team Leadership
- Lead, coach, and develop the Key Account Management team
- Set clear KRAs and performance metrics for team members
- Drive a high-performance and accountability-driven culture
- Build capability in modern trade and digital commerce management
7. Cross-Functional Collaboration
- Work closely with Sales, Supply Chain, Finance, and Marketing teams
- Align demand planning with supply and inventory management
- Coordinate for new product launches across accounts
- Ensure smooth order-to-cash process
Key Deliverables / KPIs
- Revenue growth from Key Accounts
- Modern Trade / E-Com / Q-Commerce channel growth
- Account-wise profitability & ROI on trade spends
- Distribution & assortment expansion
- On-shelf availability / Fill rates
- JBP achievement vs targets
- New product listing success rate
- Team performance & capability building
Ideal Candidate Profile
Experience
- 12–18 years of experience in FMCG / Consumer Products
- Strong experience in Modern Trade / E-Commerce / Key Account Management
- Prior experience handling large national or regional key accounts
- Experience in managing teams
Education
- MBA / Post Graduate in Sales & Marketing
Skills & Competencies
- Strategic account management
- Strong negotiation skills
- Commercial and financial acumen
- Customer relationship management
- E-commerce & quick commerce understanding
- Team leadership and people management
- Analytical and data-driven decision making
- Cross-functional stakeholder management
Key Interfaces
- Head – Alternate Channels
- Sales Leadership Team
- Marketing Team
- Supply Chain & Demand Planning
- Finance Team
- Key External Customers & Platform Partners
