Manage and grow national and regional modern trade accounts, driving sell-in and sell-out targets, negotiating listings and shelf space, executing promotions, ensuring product availability, coordinating distributors and visual merchandising teams, and reporting business performance. The role also develops buyer relationships, identifies expansion opportunities, and collaborates with Marketing on account-specific campaigns.
We are looking for a results-driven Key Account Manager to manage and grow key modern trade accounts. The role involves driving business with national and regional retail chains, strengthening buyer relationships, ensuring product availability and visibility, managing distributor performance, and executing trade marketing initiatives to achieve sales and profitability targets.
- Manage end-to-end relationships with assigned Modern Trade chains and key buyers.
- Drive monthly primary (sell-in) and secondary (sell-out) sales targets across assigned accounts.
- Secure new SKU listings, range expansion, and negotiate shelf space with category managers.
- Plan and execute in-store visibility initiatives, including gondola ends, displays, POSM, and promotional campaigns.
- Share regular business reviews, sales performance, and new product proposals with retail partners.
- Ensure planogram compliance and effective in-store execution in coordination with the Visual Merchandising team.
- Coordinate with distributors to ensure timely replenishment, minimize out-of-stock situations, and maintain service levels.
- Plan and execute festive promotions, stock build-up, bundle offers, and sampling activities across key accounts.
- Prepare and submit weekly sales trackers and monthly business performance reports to management.
- Collaborate with the Marketing team to develop chain-specific promotional materials and campaigns.
- Identify new Modern Trade business opportunities and prepare commercial proposals for expansion.
Requirements
- Proven track record of managing national pharmacy/beauty MT chains
- Strong commercial negotiation — listing fees, margins, promotional budgets, planogram space
- Excellent relationship management with category buyers and area managers
- Data-driven — comfortable using sell-out dashboards, chain portals), and Excel trackers
- Ability to manage a multi-city team (VMs, KAEs) with strong remote coordination
- Understanding of trade margins, channel economics, and NBR profitability
- High ownership mentality — proactive, not reactive
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What you need to know about the Mumbai Tech Scene
From haggling for the best price at Chor Bazaar to the bustle of Crawford Market, the energy of Mumbai's traditional markets is a key part of the city's charm. And while these markets will always have their place, the city also boasts a thriving e-commerce scene, ranking among the largest in the region. Driven by online sales in everything from snacks to licensed sports merchandise to children's apparel, the local industry is worth billions, with companies actively recruiting to meet the demands of continued growth.
