National Key Account Manager and Regional Sales Manager

Role & responsibilities

RSM

Build and lead the regional sales organisation, including recruitment, training, target

setting, and performance management.

• Develop and expand distribution across General Trade, Modern Trade, E-

Commerce/Quick Commerce, HoReCa, and Institutional channels.

• Appoint and manage distributors, super-stockists, and channel partners to ensure strong

market coverage and product availability.

• Drive Key Account Management by securing listings, negotiating commercial terms, and

growing business with major retail chains and strategic customers.

• Execute go-to-market plans, trade activations, visibility initiatives, and outlet expansion

programs.

• Own regional sales targets, forecasting, reporting, market intelligence, and profitability

metrics.

Preferred candidate profile

10 - 20 years of sales experience with strong market relationships in the city.

• Proven track record of launching, scaling, or expanding FMCG/beverage brand

Experience managing regional sales teams and driving execution in the field.

• Beverage industry experience (energy drinks, carbonated drinks, juices, water, etc.)

preferred; FMCG experience also considered.

KAM

Own the complete P&L for Modern Trade, Quick Commerce, E-Commerce and HoReCa business across PAN

India.

• Develop and execute the annual national key account business plan to deliver revenue, profitability and market

share objectives.

• Build, manage and strengthen strategic partnerships with national accounts and platforms Modern Trade

chains, Amazon, Flipkart, Blinkit, Zepto, Swiggy Instamart, BigBasket, Jiomart, HoReCa customers, institutional

buyers and other emerging retailers.

• Lead end-to-end account management: onboarding, commercial negotiations, annual business plans (ABPs), trade

terms, promotions and joint business plans (JBPs).

• Secure new listings and ensure seamless catalogue management, content optimization, pricing and availability

across all channels.

• Plan and execute promotional calendars, visibility campaigns, platform-funded activity and seasonal sales events.
• Drive assortment strategy, new product launches and channel-exclusive SKUs across modern trade and digital

commerce.

• Monitor sales performance, inventory health, fill rates, stock availability and demand forecasting in collaboration

with supply chain and operations.

• Track collections, claims, trade spends and overall channel/account profitability.
• Analyze channel performance, consumer trends, competitive activity, pricing and campaign effectiveness to

identify growth opportunities.

• Coordinate closely with Marketing, Finance, Supply Chain, Customer Service and Brand teams to ensure seamless

execution of account and channel initiatives.