Key Account Manager- Modern Trade

Role Objective:

To drive sustainable sales growth, profitability, and strategic partnerships with key modern trade accounts across Northern & Eastern part of India. The role focuses on driving excellence in account management, execution, and collaboration with internal and external stakeholders.

Key Responsibilities:

1. Account & Business Management

- Drive business performance across key accounts in the North & East zones – including regional modern trade chains, LFRs, and key stores of national accounts (Reliance, D ’mart, Spencer’s, etc).

- Develop and implement annual business plans, including sales, distribution, visibility, and activation targets.

- Ensure execution of Joint Business Plans (JBP) and Terms of Trade (TOT) as per agreed timelines and parameters.

- Regularly review sales performance, identify gaps, and implement corrective actions.

 

2. Sales & Revenue Growth

- Deliver revenue, volume, and profitability targets for the assigned zones.

- Plan and execute new product launches, activations, and category expansion initiatives.

- Ensure the achievement of both primary and secondary sales targets through effective account planning and field execution.

- Manage price guardrails, trade spends, and discount structures in coordination with finance and marketing teams.

 

3. Execution Excellence

- Ensure perfect in-store execution – availability, planogram compliance visibility, and activation rollouts.

- Coordinate with trade marketing to drive impactful consumer promotions and visibility campaigns.

- Monitor fill rates, order cycles, and supply chain efficiency to ensure smooth operations.

- Work closely with the regional field force to track store-level performance and execution quality.

 

4. Relationship & Stakeholder Management

- Build and nurture strong relationships with regional category managers, buyers, and store heads.

- Act as the bridge between the customer and internal teams (SCM, Finance, Marketing, supply chain, operations, etc.)

- Conduct periodic business reviews (MBRs/QBRs) with customers and management.

 

5. Team Leadership & Development

- Lead, guide, and develop the regional modern trade team (executives/Asst. KAMs/KAMs) in the zones.

- Foster a culture of performance, ownership, and collaboration.

- Set clear objectives, review progress and ensure capability building of the team.

 

6. Analytics & Market Intelligence

- Track and report performance metrics such as sales trends, stock levels, ROI, and category growth.

- Provide market intelligence on competition, pricing, promotions, and emerging trends.

- Identify regional opportunities for growth and recommend localized initiatives.

Key Performance Indicators (KPIs):

- Achievement of sales targets (volume, value, growth%)

- Share of business in national and regional MT accounts.

- TOT/JBP closures and compliances

- Fill-rate and on-shelf availability (OSA%)

- Timely claim settlement & adherence to the norms

- ROI on trade spends and promotions.

- Visibility & execution scorecards

- Team performance & capability enhancement.

Skills & Competencies:

- Strong relationship management & negotiation skills

- Strategic and analytical thinking

- Data-driven decision-making

- Cross-functional collaboration

- Team leadership and coaching ability

- Excellent communication & presentation skills

- Ownership & accountability

- Business acumen & planning

- Execution excellence

- Influencing & stakeholder management

- Adaptability & agility

- Leadership & People development