Key Account Manager -Modern Trade

We are seeking a results-driven and strategic Key Account Manager – Modern Trade to lead and grow our business across modern trade channels. The ideal candidate will have strong experience in managing large-format retailers and modern trade chains with a focus on driving sales, visibility, and long-term partnerships in the mattress or allied consumer goods industry.

Key Responsibilities :

New Store Onboarding :

Identify and onboard new modern trade outlets and regional large-format stores to expand

distribution.

Account Management :

Manage and develop relationships with key modern trade accounts (e.g., Reliance Retail,

HomeTown, HomeCentre etc.), ensuring alignment with business objectives.

Sales Planning & Execution :

Drive revenue growth by planning, negotiating, and executing joint business plans,

promotions, and seasonal campaigns with modern trade partners.

Target Achievement :

Deliver monthly, quarterly, and annual sales targets and other key KPIs across assigned

accounts.

Product Visibility & Merchandising :

Ensure optimal product placement, branding, and in-store visibility through effective

planogram execution, POSM deployment, and retail training.

Team Coordination :

Collaborate with supply chain, marketing, and finance teams to ensure seamless execution

of account-specific initiatives.

Forecasting & Inventory Management :

Track sales trends, plan forecasts with accounts, and manage stock levels to avoid OOS

(out-of-stock) and overstocking scenarios.

Data Analysis & Reporting :

Analyze sales data, market trends, and consumer behavior to make informed decisions and

provide actionable insights to management.

Compliance & Commercials :

Handle pricing, discounts, claims, payments, and other commercial terms in line with

company policy and profitability objectives

Key Requirements :

Bachelor’s degree in Business Administration, Marketing, or related field; MBA preferred

Minimum 2-3 years of experience in key account management, preferably in consumer durables, FMCG, or mattress / home furnishing industry from Tier 1 college

Proven track record in managing modern trade or large-format retail accounts

Strong negotiation, relationship management, and analytical skills

Good understanding of retail dynamics, consumer trends, and merchandising

Willingness to travel as required