About Dhampur Bio Organics Limited (DBOL)
Dhampur Bio Organics Limited (DBOL) is an integrated agri-based company with a longstanding presence in India's sugar industry. With over 90 years of experience in sugarcane processing, the company has built a strong foundation in the manufacture of sugar, supported by deep linkages with farmers across cane-growing regions. As the first to introduce sulphur-less branded sugar in India, DBOL specialises in the production of organic and agri-based goods, offering a diverse range of bio-based products, including sugar, jaggery, biofuels, domestic spirits, and various agricultural products. Currently managing three plants, we boast a collective capacity to process 22,000 MT (metric tonnes) of cane daily, yielding 2,200 MT of refined sugar and 800 MT of raw sugar per day. Our distillery can produce 312,000 litres of alcohol daily, and our renewable power generation capacity stands at 95.5 MWh. Our employee-centric approach is rooted in our core belief that happy employees create a positive environment where excellence can thrive. A key tenet of our credo, Sustainability & Balance, is ensuring that our employees maintain a long-term, sustainable worklife balance. Therefore, our people's policies are designed to provide meaningful and challenging careers, growth opportunities, continuous learning, and an enjoyable work environment.
Role Overview
The Key Account Manager Modern Trade will be responsible for managing and growing strategic relationships with modern trade partners, driving sales performance, ensuring strong in-store execution, and delivering profitable growth. The role involves joint business planning, trade investment management, promoter supervision, and cross-functional coordination to strengthen market presence and achieve business objectives.
Key Responsibilities
Account Management & Relationship Building
- Develop and maintain strong relationships with category heads, buyers, and merchandisers across modern trade accounts.
- Act as the primary point of contact between the company and assigned key accounts.
- Conduct regular business reviews with accounts to track performance and align on growth objectives.
- Ensure effective implementation of commercial agreements and resolve operational issues.
2. Sales Strategy & Target Achievement
- Drive volume, value, and profitability targets for assigned modern trade accounts.
- Develop and execute short-term and long-term sales strategies aligned with business goals.
- Identify opportunities to expand presence across new stores, chains, and regions.
- Ensure achievement of monthly, quarterly, and annual sales targets.
3. Joint Business Planning (JBP)
- Develop annual Joint Business Plans with key accounts covering sales targets, promotions, and marketing initiatives.
- Execute and monitor agreed business plans and ensure delivery against defined KPIs.
- Track growth initiatives and drive category expansion within partner accounts.
4. P&L and Trade Investment Management
- Manage account-level P&L, including trade spends, promotions, and commercial investments.
- Monitor trade schemes, discounts, and promotional budgets to maximize ROI.
- Ensure optimal utilization of trade investments for sustainable and profitable growth.
5. Merchandising, Visibility & Store Execution
- Ensure strong in-store visibility through proper shelf placement, displays, POSM deployment, and activations.
- Conduct regular store visits to monitor product availability, visibility, and placement.
- Ensure compliance with planograms and merchandising standards.
- Plan and execute in-store promotions, sampling activities, and shopper marketing initiatives.
6. Promoter Management & Sales Execution
- Monitor promoters daily performance and ensure effective execution at store level.
- Set monthly sales targets for promoters and review performance against defined targets.
- Provide guidance, training, and support to promoters to enhance productivity and sales.
- Ensure promoters actively contribute to visibility, sales conversion, and brand presence.
7. Distribution & Stock Management
- Ensure product availability and prevent stock-outs across assigned modern trade outlets.
- Coordinate with supply chain teams to maintain optimal inventory levels.
- Manage assortment planning based on store formats, regional demand, and consumer preferences.
8. Market Intelligence & Performance Monitoring
- Track competitor activities, pricing, promotions, and new product launches.
- Analyze sales data and identify opportunities for growth and improvement.
- Prepare and present daily, weekly, and monthly performance reports.
- Provide actionable insights to improve sales and operational effectiveness.
9. Cross-functional Coordination
- Work closely with supply chain, marketing, finance, and sales teams to ensure smooth execution.
- Coordinate with internal stakeholders for timely order processing and execution.
- Ensure compliance with company policies, commercial agreements, and operational guidelines.
Qualifications & Experience
- Bachelor's or master's degree in business administration, Marketing, or related field
- 68 years of experience in FMCG sales, preferably in the Modern Trade channel
- Experience in managing key retail chains such as Reliance Retail, Big Bazaar, DMart, Spencer's, or similar is preferred
- Experience in sugar, food, FMCG, or agri-based products will be an added advantage
