Talent.com
Key Account Manager - Modern Trade

Key Account Manager - Modern Trade

PRASUMAnellore, India
7 hours ago
Job description

Job Title : Key Account Manager – Modern Trade

Experience : 8–12 Years (FMCG – Modern Trade)

Location : Mumbai

Department : Modern Trade – Key Accounts

Employment Type : Full-Time

Role Summary

As the Key Account Manager – Modern Trade, you will own and grow business with leading modern trade chains. You will be responsible for delivering sales, volume and profitability targets while strengthening relationships with national and regional key accounts. The role demands sharp commercial acumen, strong negotiation, data-driven decision-making and flawless in-store execution in collaboration with cross-functional teams.

Key Responsibilities

1. Business & Revenue Growth

  • Deliver annual sales, volume, margin and retention targets for assigned MT accounts.
  • Prepare and execute account-wise monthly and quarterly business plans (MBP / QBP) focused on secondary sales, offtake and ROI.
  • Monitor account-level performance (growth, degrowth, profitability) and implement timely corrective actions.

2. Key Account Management & Negotiation

  • Act as the single point of contact for key modern trade customers – national and regional chains, cash & carry and club formats.
  • Lead JBP / TOT discussions and annual negotiations on margins, trading terms, visibility, data-sharing and joint initiatives.
  • Drive new listings, relisting and NPD placements across chains, ensuring speed-to-shelf and full planogram presence.
  • Build strong working relationships with Category Managers, Buying Heads, Commercial and Store Operations teams.

    • 3. In-Store Execution & Visibility

  • Ensure planogram adherence, rack purity, share of shelf and visibility as per agreed norms across all key outlets.
  • Conceptualize and execute in-store promotions, activations and visibility campaigns (end-caps, gondolas, promo aisles, FSUs, branding).
  • Conduct regular market visits and in-store audits to track execution and address gaps with field teams and merchandisers.

    • 4. Demand Planning, Supply & Claims

  • Collaborate with Demand Planning, Supply Chain and Warehousing teams to ensure OTIF supply, high fill rates and minimal OOS.
  • Review forecast vs. offtake, seasonality and events to avoid overstocking, expiries and stock-outs.
  • Validate and close account claims (promotional claims, debit notes, damages, returns) in a timely and compliant manner.

    • 5. Data Analytics & Business Insights

  • Analyze sales, category, shopper and promotion performance data to identify growth opportunities and gaps.
  • Track promo ROI, event performance, NPD contribution and basket share for each key account.
  • Prepare and present structured weekly / monthly reviews and dashboards with clear action plans for internal stakeholders.

    • 6. Category Development & Collaboration

  • Work with customer category teams to build category strategies – assortment, pricing, packs, clusters and visibility blocks.
  • Drive category-building initiatives that enhance share, penetration and shopper conversion.
  • Partner with marketing and trade marketing to develop MT-specific plans, POSM, launches and activations.

    • 7. Team & Channel Partner Interface (where applicable)

  • Provide guidance and performance review inputs to Regional KAMs / MT Executives aligned to the same accounts.
  • Work closely with MT distributors / CNF partners to ensure ROI, stock hygiene, claim management and process compliance.

    • Qualifications & Experience

  • MBA / Post-Graduate in Marketing, Sales or Business Management preferred.
  • 8–12 years of experience in FMCG sales, with a minimum of 5 years in Modern Trade key account management.
  • Proven experience handling large MT accounts and multi-crore portfolios with consistent growth delivery.
  • Strong exposure to JBPs, TOTs, category management, launches, promotions and visibility in modern trade.
  • High comfort with Excel and data analysis for planning, forecasting and performance reviews.

    • Key Skills & Competencies

  • Excellent relationship-building and stakeholder management skills.
  • Strong negotiation, commercial acumen and result orientation.
  • Analytical mindset with the ability to translate data into actionable insights.
  • Ability to collaborate effectively with cross-functional teams (sales, supply chain, marketing, finance).
  • High ownership, agility and resilience in a fast-paced, growth-driven environment.
  • People orientation with the ability to guide and influence on-ground sales and merchandising teams.

    • About the Company

  • We are a rapidly growing FMCG food brand with a strong presence in modern trade and e-commerce. Known for our quality, innovation and customer-centric approach, we partner closely with leading retail chains to deliver superior products and reliable service. If you thrive in high-growth, performance-driven environments, this role offers a strong platform to make an impact.
    • Create a job alert for this search

    Key Account Manager • nellore, India

    Related jobs
    • Promoted
    • New!
    Country Manager

    Country Manager

    Quectelnellore, andhra pradesh, in
    Support local sales team to grow revenue / market share and develop new design-in / design-win account or project from product line side. Develop and lead the product promotion strategy in local regio...Show moreLast updated: 6 hours ago
    • Promoted
    • New!
    Key Account Manager, (Ecom)

    Key Account Manager, (Ecom)

    Del Monte Foods Private LimitedNellore, Andhra Pradesh, India
    Looking for a National Key Account (ecommerce), who is a passionate, self-motivated and detail-oriented team player and is committed to the success of our customers. You will focus on growing and de...Show moreLast updated: 13 hours ago
    • Promoted
    • New!
    Account Manager – International Agencies & Brands

    Account Manager – International Agencies & Brands

    Novaria MediaNellore, IN
    Novaria Media is a global performance and creative marketing agency helping mobile-first brands and publishers grow through. MMP-validated, data-driven advertising.We collaborate with top agencies, ...Show moreLast updated: 20 hours ago
    • Promoted
    • New!
    Account Manager

    Account Manager

    Revspotnellore, India
    GTM / performance / sales / consulting / client-facing ops).Revspot is an AI-native revenue orchestration layer.GTM playbooks, improving funnel efficiency, and moving revenue needles for high-ticke...Show moreLast updated: 7 hours ago
    • Promoted
    Country Head (Sales) - Global AI-Powered Tech Startup

    Country Head (Sales) - Global AI-Powered Tech Startup

    SkillsCapitalNellore, IN
    We’re hiring multiple Country Heads (Sales) — one for each region (U.K, Australia and the Middle East) — to lead and own the sales, growth, and GTM execution for their assigned country or region.Al...Show moreLast updated: 30+ days ago
    • Promoted
    • New!
    Account Manager - Global AI Powered Tech Talent Startup

    Account Manager - Global AI Powered Tech Talent Startup

    SkillsCapitalNellore, IN
    Are you great at building relationships, solving client problems, and keeping things moving without dropping the ball? Do you thrive in a culture where ownership, accountability, and delivering res...Show moreLast updated: 20 hours ago
    • Promoted
    Country Manager

    Country Manager

    Ultima MarketsNellore, IN
    Investors trading on our platform get access to CFD financial instruments, including Forex, Commodities, Indices and Shares. As a client-oriented broker, we aim to offer a wide range of products to ...Show moreLast updated: 30+ days ago
    • Promoted
    • New!
    Customer Account Manager (CAM)

    Customer Account Manager (CAM)

    Tata Electronicsnellore, andhra pradesh, in
    Tata Electronics Private Limited (TEPL) is a greenfield venture of the Tata Group.The Tata Group operates in more than 100 countries across six continents, with the mission 'To improve the quality ...Show moreLast updated: 18 hours ago
    • Promoted
    • New!
    Key Account Manager - Performance Marketing – quick commerce marketplace

    Key Account Manager - Performance Marketing – quick commerce marketplace

    Lo Foodsnellore, India
    Job Title : Key Account Manager –Performance marketing - Quick Commerce marketplace.Electronic City Phase 1, Bangalore.Lo! Foods is one of India’s fastest-growing. Our culture is fast-paced, ownershi...Show moreLast updated: 13 hours ago
    • Promoted
    • New!
    Account Manager

    Account Manager

    Randstad EnterpriseNellore, IN
    Our team is a group of talented and dedicated professionals who are passionate about our work and committed to delivering exceptional results. We are a close-knit group that values collaboration, op...Show moreLast updated: 20 hours ago
    • Promoted
    • New!
    Key Account Manager

    Key Account Manager

    Hallmark Workforce Solutionsnellore, India
    The ideal candidate is a passionate, self-motivated, and detail-oriented team player who is committed to the success of our customers. You will focus on growing and developing existing clients, as w...Show moreLast updated: 7 hours ago
    • Promoted
    • New!
    Account Manager

    Account Manager

    SmartKatch.ainellore, India
    SmartKatch is a growing enterprise B2B SaaS platform powered by advanced AI Analytics that provides continuous, comprehensive and catalytic financial risk intelligence. We are looking for a hands-on...Show moreLast updated: 7 hours ago
    • Promoted
    • New!
    Senior Account Manager

    Senior Account Manager

    CloudHireEllore, Republic Of India, IN
    Financial Management & Reporting.Oversee the entire accounting function including Accounts Payable, Accounts Receivable, and General Ledger. Prepare monthly, quarterly, and annual financial reports....Show moreLast updated: 11 hours ago
    • Promoted
    • New!
    Account Manager - Global Ai Powered Tech Talent Startup

    Account Manager - Global Ai Powered Tech Talent Startup

    SkillsCapitalNellore, Republic Of India, IN
    Are you great at building relationships, solving client problems, and keeping things moving without dropping the ball? Do you thrive in a culture where ownership, accountability, and delivering res...Show moreLast updated: 11 hours ago
    • Promoted
    • New!
    Assistant Key Account Manager

    Assistant Key Account Manager

    NaxnovaNellore, Republic Of India, IN
    Company Description : (https : / / www.Naxnova Technologies Private Limited (NTPL) is a leader in high-performance automotive customization solutions, offering advanced automotive decals, Paint Protecti...Show moreLast updated: 11 hours ago
    • Promoted
    • New!
    Key Account Manager – Airline Sales (South India)

    Key Account Manager – Airline Sales (South India)

    TraveslaNellore, IN
    South India (Hyderabad / Bangalore / Chennai) (Remote Working).Travesla is a next-generation airline representation and marketing company offering a unique blend of physical and digital (“phygital”...Show moreLast updated: 20 hours ago
    • Promoted
    Acquisition Manager

    Acquisition Manager

    Motilal Oswal Financial Services LtdNellore, IN
    The Relationship Manager will be responsible for bringing their existing clients (Affluent & Super Affluent) and building a strong client book. Maintaining client relationships and generate AUM from...Show moreLast updated: 7 days ago
    • Promoted
    • New!
    Key Account Manager – Quick Commerce

    Key Account Manager – Quick Commerce

    GOODCAREnellore, India
    Key Account Manager - Quick Commerce.Minimum 3 years in quick commerce including Zepto, Blinkit, Instamart, and BigBasket. LPA (flexible based on candidature).Goodcare is looking for a proactive and...Show moreLast updated: 5 hours ago