Key Accounts Manager

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Job Description

Key Accounts ManagerResponsible for driving profitable growth across the Super Market channel through strategic management of key accounts, strong customer relationships, distribution expansion, new product launches, shopper activations and superior in-market execution. The role will own the business agenda for assigned Super Market accounts and partner closely with Sales, Marketing, Supply Chain and Finance to deliver revenue, profitability and distribution objectives.

Essential Qualification & Experience

• Graduate mandatory; MBA preferred
• 8–12 years of experience in FMCG / Consumer Healthcare / OTC / Consumer Products
• Strong experience in Modern Trade / Super Markets / Key Account Management
• Proven track record of managing large customers and delivering revenue and profitable growth
• Strong experience in customer negotiations, trade spends, promotions, listings and account planning
• Experience in NPD launches, shopper activations and distribution expansion preferred
  
  

Band: 3A

KEY STAKEHOLDERS: EXTERNAL

Super Market / Modern Trade Chains, Key Account Buyers & Category Managers, Distributors / Channel Partners, Merchandising & Activation Agencies

Key Roles / Responsibilities

• Business & Profitable Growth
• Own revenue, growth and profitability targets for the Super Market channel / assigned key accounts
• Drive growth of Power Brands and deliver business targets from NPDs
• Identify opportunities for range expansion, premiumisation, new stores and new accounts
• Monitor account-wise performance, profitability and trade investment effectiveness
• Key Account Management
• Develop and execute Joint Business Plans / annual account plans with key customers
• Build strong relationships with buyers, category managers and key customer stakeholders
• Lead commercial discussions covering pricing, promotions, trade terms, visibility and business plans
• Conduct periodic business reviews and drive closure of agreed actions
• Distribution, Listing & Assortment
• Drive distribution expansion across Super Market accounts and new coverage
• Own listing / linking of new products and expansion of assortment
• Improve SKU availability and execution across stores
• Identify white spaces and opportunities for incremental distribution
• Shopper Activation & In-store Execution
• Drive key customer activations, visibility and promotional programmes
• Deliver promoter-store objectives and improve productivity of promoter-led stores
• Partner with Marketing / Trade Marketing to create effective shopper interventions
• Track execution and evaluate activation effectiveness
• Commercial & Process Hygiene
• Ensure timely and accurate submission, reconciliation and closure of customer / distributor claims
• Drive commercial discipline around pricing, schemes, claims and trade investments
• Ensure adherence to agreed commercial processes and controls
• Customer Engagement & Loyalty
• Drive customer engagement / loyalty programmes and achieve defined programme targets
• Build differentiated customer propositions and strengthen strategic partnerships
• Identify opportunities to deepen customer engagement and improve share of business
• Analytics & Business Reviews
• Use customer, sales and market data to identify growth opportunities and risks
• Track revenue, distribution, assortment, promotion effectiveness and account profitability
• Develop actionable insights for account planning and sales reviews
• Drive data-based decision making and course correction
• GTM & Strategic Initiatives
• Drive Super Market distribution and offline Go-to-Market transformation initiatives
• Identify opportunities to strengthen the route-to-market and improve execution productivity
• Support OTX / Non-Chemist and emerging channel initiatives relevant to the Super Market ecosystem
• Lead strategic projects and pilots to unlock incremental growth
• People & Cross-functional Leadership
• Coach and develop team members / account resources, where applicable
• Build strong cross-functional alignment to ensure seamless customer execution
• Promote ownership, collaboration and customer-centricity across the account team
  
  

KEY COMPETENCIES

Seek to GROW

• Key Account Management
• Commercial Acumen
• Customer & Relationship Management
• Revenue & Profitability Management
• Negotiation & Influencing
• Business Analytics
  
  

Seek to TRANSFORM

• Strategic Thinking
• GTM & Channel Transformation
• NPD & Innovation
• Shopper / Customer Insights
• Problem Solving
• Change & Project Management
  
  

Seek to SERVE

• Customer Centricity
• Collaboration
• Execution Excellence
• Ownership & Accountability
• People Development