National Key Account Manager – Modern Trade

Job Description: Key Account Manager – Modern Trade

Position Details

Designation: Key Account Manager – Modern Trade

Industry: Dairy / Beverage / FMCG (Food)

Experience Required: 6–10 Years

Salary Budget: ₹25 – ₹30 LPA (CTC)

Employment Type: Full-time / Permanent

Area Handling: PAN India

Joining Requirement: Immediate joiner preferred

Job Overview

The Key Account Manager – Modern Trade will be responsible for driving business growth across modern trade channels nationwide. The role involves managing national key accounts, executing new product launches, driving shopper marketing initiatives, and ensuring strong customer relationships to achieve sales and profitability targets.

Key Responsibilities

Modern Trade Business Development

Initiate, launch, and develop business for all products across Modern Trade channels in assigned geographies.

Build and maintain strong relationships with key stakeholders to drive sustainable business growth and meet sales targets.

Strategic Planning & Growth

Develop a structured growth framework by analyzing market trends, identifying opportunities, and executing actionable strategies.

Identify untapped market potential and implement initiatives to maximize market share.

New Product Launch & Promotions

Lead collaboration with customers for successful new product launches, ensuring effective planning, execution, and in-store visibility.

Plan and execute shopper marketing and platform marketing campaigns to improve brand presence and sales.

Design and implement quarterly and annual consumer activation calendars for brick-and-mortar retail stores.

Required Qualifications & Skills

Education

MBA with specialization in Sales & Marketing from a reputed institute.

Experience

6–10 years of experience in the FMCG sector, preferably handling national key accounts of similar scale.

Proven experience as a Key Account Manager or Category Manager within FMCG / Retail formats.

Experience in working with and scaling D2C brands is a strong advantage.

Core Competencies

Strong understanding of FMCG product categories and short-term & long-term market trends.

Deep understanding of customer behavior and ability to generate actionable customer insights.

Excellent communication, interpersonal, listening, and negotiation skills.

Advanced proficiency in English and Hindi.

High analytical capability with a strategic mindset.

Flexibility to travel extensively as required.

Reporting

Reports to Senior Sales / Commercial Leadership.

Key Account Management & Operations

Lead annual contract negotiations, Joint Business Plans (JBPs), and commercial agreements to build mutually beneficial partnerships.

Manage day-to-day customer servicing, including order fulfillment, fill rates, stock availability, inventory ageing, and timely payment collection.

Present periodic performance and business reports to management.

Sales Analysis & Forecasting

Analyze sales data and key performance metrics to derive actionable insights and optimize sales strategies.

Forecast demand and coordinate with supply chain teams for stock planning, ensuring optimal inventory levels and minimizing stockouts or excess inventory.

Market & Competitive Intelligence

Develop a holistic understanding of market dynamics and competition related to products, pricing, promotions, credit policies, and new launches.

Provide timely market feedback and recommendations to senior management.

Cross-Functional Collaboration

Work closely with sales, marketing, design, creative, advertising, logistics, and supply chain teams to ensure seamless execution and customer satisfaction.

Propose new product ideas based on market data and track performance post-launch.