National Key Account Manager - Modern Tr

Job Summary

The National Key Account Manager (NKAM) will own, manage, and grow PAN-India modern trade chains, acting as the single point of accountability for revenue, profitability, JBPs, and execution excellence.

The role requires strong prior experience with leading Consumer Health organizations in India, and the ability to influence senior stakeholders across sales, supply chain, finance, and marketing.

Key Roles and Responsibilities

• National Account Ownership: Own end-to-end PAN-India relationships with assigned modern trade pharmacy chains (e.g., Apollo Pharmacy, MedPlus, Wellness Forever, etc.). Act as single-point accountability for topline, profitability, and execution across all regions and DC/store formats. Build top-to-top relationships with national buyers, category heads, and senior leadership at the account level.
• Joint Business Planning (JBP) Negotiation: Lead annual and quarterly Joint Business Plans (JBPs) covering: Revenue growth targets; Assortment national listings; Promotions, visibility, and launches; Trade investments and ROI. Negotiate trade terms, margins, TOTs, listing fees, visibility spends at a national level. Ensure disciplined governance on trade investments with clear ROI mindset.
• Sales Delivery and Profitability Management: Deliver monthly, quarterly, and annual sales targets for national accounts. Identify growth levers such as expansion to new chains/stores/cities, new SKUs, and premium visibility.
• Supply Chain Forecasting Excellence: Drive national demand forecasting in collaboration with supply chain and planning teams. Ensure high fill rates, availability, and OTIF servicing at national DC and regional levels. Proactively resolve stock-outs, slow movers, and supply constraints.
• PAN-India Execution Governance: Work closely with regional MT teams (ABMs / field teams) to ensure on-ground execution of national JBPs, promotion and visibility compliance, assortment and pricing adherence. Define clear national guidelines while allowing localized execution where required.
• Assortment, Listing Launch Management: Drive national listings for existing and new SKUs. Lead new product launches with clear GTM plans across chains. Periodically review assortment productivity and initiate rationalization where needed.
• Commercial Hygiene Controls: Ensure timely claims processing, reconciliations, and closures with finance. Maintain strong control on contracts, commercials, and system hygiene. Track receivables and resolve disputes in coordination with internal stakeholders.
• Analytics, Reporting, and Business Reviews: Track account performance through dashboards and regular reviews. Analyze sales trends, promo effectiveness, competition, and market developments. Present clear business updates, risks, and growth opportunities to leadership.

Ideal Candidate Profile

• Mandatory Experience: 5-10+ years of experience in Modern Trade / Key Account Management.
• Hands-on experience managing national pharmacy chains, specifically Apollo Pharmacy and/or MedPlus (current or past role).
• Proven experience in national-level negotiations, JBPs, and trade term management. Background in Consumer Health or FMCG.
• Education: Graduate (mandatory); MBA / PGDM in Sales Marketing (preferred).
• Skills Competencies: Strong commercial and financial acumen.

Location

Thane, Maharashtra, India

Division

Consumer Health

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