Key Account Manager – Modern Trade

The Key Account Manager – Modern Trade is responsible for managing relationships with modern trade partners, driving sales growth, ensuring product availability, negotiating terms, and executing promotional activities across key accounts. The role involves achieving sales targets, building strong partnerships, and contributing to overall business growth in the modern trade channel.

Roles & Responsibilities Includes, but not limited to: Manage and grow business with assigned modern trade key accounts (national & regional chains). Achieve sales, revenue, and profitability targets as per the business plan. Develop and implement joint business plans (JBP) with key accounts. Negotiate annual contracts, margins, trading terms, and promotions with retailers.

Ensure listing of new products, timely execution of promotions, and visibility at store level. Monitor and ensure proper supply chain, replenishment, and stock rotation at account level. Analyze sales trends, competitor activities, and market insights; recommend corrective actions. Coordinate with the marketing team for brand visibility, planogram compliance, and in-store branding.

Drive sell-out through promoters/merchandisers and train store staff on product knowledge. Conduct regular business reviews with key accounts and internal stakeholders. Resolve account-level issues related to supply, finance, or operations. Support in expansion to new chains and geographies within modern trade. Key Performance Indicators (KPIs) Achievement of sales & revenue targets in modern trade.

Growth of business in key accounts. New product listings and promotional execution. Improvement in market share & brand visibility. Accuracy of sales forecasting & reporting. Strong relationship with key retail partners.

Requirements

Experience & Preferred Skills Graduate / Postgraduate (MBA preferred). 5–10 years of experience in Modern Trade sales (FMCG, Consumer Durables, Home Appliances, or similar industry). Proven experience in key account management with national/regional chains. Strong negotiation & contract management skills. Good understanding of modern trade dynamics & business models.

Excellent communication, interpersonal, and analytical skills. Ability to manage cross-functional teams and deliver results under deadlines. Willingness to travel across locations for business needs.