Key Account Manager

KEY ACCOUNTABILITIES:

1. Account Management & Revenue Growth

• Deliver revenue, sell-in, sell-out, and gross margin targets for assigned RSS and top priority regional accounts.

• Build and execute Joint Business Plans (JBPs) for both national accounts operating in the region and top priority regional accounts, covering sales, category expansion, visibility, activation, and profitability levers.

• Drive regional store growth and category penetration by identifying new store listings, kitchen category expansion opportunities, and assortment upgrades.

• Own commercial delivery for regional accounts, including revenue, profitability, pricing realization, and mix improvement.

• Partner with corporate KAMs to align regional execution with national strategy and ensure JBP milestones are achieved.

2. Customer & Relationship Management

• Develop strong working relationships with regional decision-makers, buying teams, and cluster managers across priority accounts.

• Act as the primary regional interface to strengthen account engagement, communicate program priorities, and resolve escalations.

• Partner with customer teams to jointly plan visibility, activation, and category expansion initiatives at the regional and store-cluster level.

• Manage regional negotiations on visibility space, planogram adherence, and category placement opportunities.

3. Channel & Customer Strategy Execution

• Translate channel and category strategies into actionable regional growth plans.

• Drive implementation of assortment direction, kitchen category expansion, pricing adherence, and promotion execution as per corporate guidance.

• Collaborate with Category, Supply Chain, Retail Marketing PMO, and Corporate KAMs to tailor execution plans for each priority account.

• Ensure national programs are deployed as per SOP across all strategic stores.

4. Operational Excellence & Field Execution

• Lead execution of regional programs, visibility interventions, category rollouts, kitchen expansions, and new store openings.

• Steer and supervise regional tertiary sales teams to ensure strong sell-out delivery, on-shelf availability, and planogram compliance.

• Drive structured store inspections for key outlets – assessing planogram compliance, stock health, kitchen presence, pricing accuracy, and visibility standards.

• Ensure smooth operational coordination including orders, claims, supply chain alignment, OTIF, and fill rate performance.

• Review account-wise service levels and drive corrective actions with SCM and commercial teams.

• Maintain accurate forecasting inputs and provide guidance for S&OP alignment.

• Use analytics and reporting tools to monitor performance, identify gaps, and generate actionable insights

5. Governance, Reviews & Commercial Control

• Track and present regional account performance across revenue, sell-in, sell-out, kitchen penetration, gross margin, and JBP milestone delivery in monthly and quarterly reviews.

• Monitor regional trade spend utilization, program execution efficiency, and promotion ROI while ensuring adherence to commercial guardrails.

• Maintain pricing discipline and margin realization in line with category and account targets.

• Ensure strong data hygiene, compliance with legal, financial, and credit-control policies.

• Drive structured follow-ups to close performance gaps in revenue, category penetration, and sell-out delivery.

QUALIFICATIONS & EXPERIENCE

Minimum experience and qualification

• 6-9 years of experience in RSS Account Management within FMCG / FMEG / Consumer Durables.

• Proven track record in driving RSS account growth.

• Strong commercial acumen, negotiation, and analytical skills.

• MBA preferred; familiarity with data tools (Power BI, CRM) an advantage.