Job Description
Role: Sr. Manager – Key Account Management (Modern Trade)
Department: Alternate Channel
Location:Mumbai
Reporting To: Head – Alternate Channel
Role Purpose
To drive business growth across assigned Modern Trade national/regional accounts by managing customer relationships, leading commercial negotiations, ensuring execution excellence, and delivering profitable growth aligned with company objectives.
Key Responsibilities
1. Account Management & Business Growth
- Manage assigned Modern Trade national/regional accounts (e.g., Reliance, DMart, Spencer's, More, etc.)
- Drive primary & secondary sales growth across accounts
- Develop Joint Business Plans (JBP) with key customers
- Achieve topline, market share, and distribution targets
- Identify growth opportunities across categories & pack formats
2. Commercial Negotiations
- Lead annual trading terms negotiations
- Finalize margins, listing fees, promotions, and visibility spends
- Ensure profitable business with tight control on trade investments
- Track ROI on all customer investments
3. Range & Distribution Expansion
- Drive listing of new SKUs across accounts
- Improve shelf share & assortment width
- Ensure availability across all store formats
- Expand distribution in new geographies & formats
4. Promotion Planning & Execution
- Develop promotion calendar with customers
- Plan visibility, secondary displays, and activations
- Ensure in-store execution excellence
- Track promotion effectiveness and sales uplift
5. Forecasting & Supply Coordination
- Prepare account-wise sales forecast
- Coordinate with supply chain for stock availability
- Manage inventory norms and reduce out-of-stock situations
- Monitor fill rates and order servicing
6. Financial & P&L Management
- Manage account-level profitability
- Monitor claims, settlements, and deductions
- Control trade spends within budget
- Ensure timely reconciliation of accounts
7. Cross Functional Coordination
- Work closely with:
- Supply Chain
- Finance
- Marketing
- Trade Marketing
- Demand Planning
- Ensure seamless execution of launches & promotions
8. Market Intelligence
- Track competitor activities in Modern Trade
- Monitor pricing, promotions, and new launches
- Share actionable insights with internal teams
Key Deliverables / KPIs
- Sales vs Target (Primary & Secondary)
- Account-wise profitability
- Distribution & SKU listing growth
- Shelf share improvement
- Promotion ROI
- On-time forecast accuracy
- Fill rate / availability
- Trade spend adherence
- Claims & reconciliation timelines
Desired Candidate Profile
Experience
- 8–12 years of FMCG sales experience
- Minimum 3–5 years in Modern Trade / Key Accounts
- Experience in food / biscuits / packaged foods preferred
- Experience managing national chains preferred
Education
- MBA / PGDM (Sales & Marketing preferred)
Key Skills Required
- Key Account Management
- Modern Trade Negotiation
- Joint Business Planning
- Trade Investment Management
- Commercial Acumen
- Relationship Management
- Forecasting & Demand Planning
- Analytical Skills
- Execution Excellence
- Stakeholder Management
