Key Accounts Manager

Role Overview

We are looking for a high-performing Key Account Manager General Trade (GT) to build and scale Superplum’s emerging processed fruit products business. The role will focus on acquiring new customers, developing distribution channels, driving revenue growth and building long-term business partnerships across General Trade and relevant B2B channels.

The ideal candidate will have strong FMCG/FMHG sales experience, a proven track record in customer acquisition and channel development, and the ability to drive business growth in a fast-paced, entrepreneurial environment.

What You’ll Do

Key Responsibilities

1. Business Development & Customer Acquisition

• Identify, acquire and onboard new customers, distributors and channel partners across General Trade and relevant B2B segments.
• Develop and execute business plans to expand market reach and drive revenue growth.
• Build strong relationships with retailers, distributors, wholesalers and key business partners.
• Identify new markets, customer segments and business opportunities for processed fruit products.
• Negotiate commercial terms, pricing and business agreements to drive sustainable growth.

2. Sales & Distribution Management

• Drive primary and secondary sales, distribution expansion and achievement of assigned business targets.
• Develop monthly sales plans, forecasts and channel development strategies.
• Expand product availability and market penetration through an effective distribution network.
• Conduct regular market visits to assess demand, customer requirements, competitor activities and market execution.
• Track competitor pricing, product launches, trade schemes and market trends.
• Coordinate with Marketing to execute promotional activities, merchandising and brand visibility initiatives, wherever applicable.
• Provide structured market feedback to support business planning and product strategy.

3. Revenue Growth & Account Management

• Develop and execute account-level business plans to achieve revenue and gross margin targets.
• Build long-term customer relationships and drive repeat business.
• Identify opportunities to expand product assortment and increase business within existing accounts.
• Monitor sales performance, customer conversion, collections and account profitability.
• Manage customer concerns, commercial issues and distributor claims to ensure strong business relationships.

4. New Product Launch & Commercialisation

• Drive the launch and commercialisation of IQF fruits and other processed fruit products.
• Coordinate with Product, Procurement, Supply Chain and Quality teams on product specifications, pack sizes, pricing and customer requirements.
• Manage product sampling, customer trials, approvals, onboarding and launch execution.
• Identify new product applications and customer use cases to accelerate adoption.
• Track product performance and customer feedback to improve market acceptance and scale successful products.

5. Cross-Functional Coordination & Reporting

• Work closely with Procurement, Operations, Quality, Supply Chain, Finance and Marketing to ensure seamless business execution.
• Monitor product availability, order fulfilment, service levels and customer satisfaction.
• Maintain accurate sales reports, forecasts, account plans and business dashboards.
• Use market and sales data to identify growth opportunities and support decision-making.
• Ensure timely resolution of customer requirements and operational issues.

What We Need

Education & Experience

• Any Graduate; MBA preferred (regular/full-time).
• 5–8 years of experience in FMCG, FMHG, processed foods, food ingredients or related industries.
• Proven experience in General Trade sales, B2B sales, distribution development or channel sales.
• Demonstrated success in acquiring new customers and scaling business.
• Experience in frozen foods, IQF fruits, processed foods, beverages or food ingredients will be an added advantage.

Skills & Attributes

• Strong business development, customer acquisition and relationship management skills.
• Excellent commercial negotiation and sales execution capabilities.
• Strong understanding of General Trade, distribution networks and channel development.
• Ability to drive revenue growth, gross margins and repeat business.
• Good analytical, forecasting and business planning skills.
• Strong working knowledge of MS Office, particularly Microsoft Excel.
• Excellent communication and stakeholder management skills.
• Ownership-driven mindset with the ability to work independently in a start-up environment.

Preferred Candidate Profile

• Experience developing new markets and distribution channels.
• Strong customer orientation and a results-driven approach.
• Willingness to travel extensively and undertake regular market visits.
• Comfortable working in a fast-paced, high-ownership environment.

Key Performance Indicators (KPIs)

• Revenue growth and target achievement.
• New customer acquisition and activation.
• Distribution expansion and market penetration.
• Gross margin and account profitability.
• Repeat business and customer retention.
• New product launches and customer conversions.

Why Join Superplum?

• Build and scale a high-growth processed fruit products business.
• Drive customer acquisition and market expansion in an emerging category.
• Work closely with cross-functional teams from product development to commercial scale.
• Take ownership of business growth within a fast-scaling agri-tech company.
• Be part of India’s technology-driven fresh produce supply chain.

Join Superplum and help build the next growth engine in India’s processed fruit products market.