National Key Account Manager - Modern Trade

Job Description

Role Overview :

The National Key Account Manager / Head - Modern Trade will be responsible for developing and executing sales strategies across national & regional Modern Trade chains (organized supermarkets & hypermarkets). The role ensures achievement of sales, revenue, and profitability targets while building strong long-term partnerships with key MT accounts at a national / regional level.

Key Responsibilities :

• Business Development & Strategy
• Develop and implement Modern Trade sales strategy aligned with organizational goals.
• Identify new opportunities within regional and national modern retail trade channels.
• Plan & execute annual business planning and Joint Business Plans (JBPs) with key MT retailers.
• Plan & execute annual marketing calendar for MT.
• Plan & execute NPI listings, Assortment Rationalizations, Seasonal / Festive products listings.
• Key Account Management
• Manage relationships with National & Regional modern trade accounts (e.g., D-Mart, Reliance, More, Star Bazaar, Spencer's etc.).
• Drive visibility, in-store activations, promotions, and category development initiatives.
• Negotiate TOTs, margins, and marketing spends with retail partners.
• Revenue & Sales Achievement
• Achieve monthly, quarterly, and annual sales & profitability targets for Modern Trade
• Monitor secondary sales, off-takes, outlet penetration, and category share.
• Track sales performance through data analytics and take corrective measures.
• Operations & Execution
• Coordinate with supply chain, distributors & sales team for timely product availability and fill rate improvement.
• Ensure effective execution of merchandising standards and planograms.
• Lead new product launches and promotions in Modern Trade channels.
• Team Leadership & Coordination
• Lead a team of ASMs, MT Executives, and Merchandisers / promoters.
• Collaborate with Marketing, Trade Marketing, Finance, and Supply Chain teams.
• Train, mentor, and build a high-performing Modern Trade sales team.
• Market Intelligence & Insights
• Track competitor activities, pricing, and promotional strategies.
• Analyse consumer buying patterns and category trends in modern retail.
• Provide actionable insights to management for decision-making.

Key Skills & Competencies :

Qualifications & Experience :

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Skills Required

Data Analytics, Negotiation, Leadership, Analytical Skills, Account Management