Key Accounts Manager

Job Description : Key Account Manager (Modern Trade s Regional Retail)

Position: Key Account Manager Modern Trade C Regional Retail

Department: Modern Trade

Locations: Chennai

Reporting To: Head – Modern Trade C Regional Retail

Role Summary:

The Key Account Manager (KAM) is responsible for driving sales growth, managing strategic relationships with Modern Trade and Regional Retail accounts, and ensuring effective execution of business plans. The role focuses on revenue generation, account profitability, market expansion, promotional planning, and achieving sales targets across assigned key accounts.

Key Responsibilities Account Management

• Manage and develop relationships with Modern Trade chains and Regional Retail partners.
• Serve as the primary point of contact for assigned key accounts.
• Negotiate annual business agreements, commercial terms, and promotional activities.
• Ensure high customer satisfaction and long-term business partnerships.

Sales s Business Development

• Achieve monthly, quarterly, and annual sales targets.
• Identify growth opportunities within existing accounts and acquire new business opportunities.
• Drive product listings, assortment expansion, and shelf-space optimization.
• Develop joint business plans with key customers to maximize revenue and market share.

Trade Marketing s Promotions

• Plan and execute trade promotions, in-store activations, and visibility initiatives.
• Monitor promotion effectiveness and ROI.
• Coordinate with marketing teams for product launches and brand-building activities.

Forecasting s Inventory Management

• Collaborate with customers and supply chain teams to ensure optimal inventory levels.
• Monitor stock availability, replenishment, and order fulfillment.
• Prepare accurate sales forecasts and demand plans.

Market Intelligence s Reporting

• Track competitor activities, pricing, promotions, and market trends.

• Analyze sales performance and customer profitability.

• Provide regular business reviews and actionable insights to management.

Key Performance Indicators (KPIs)

• Sales Revenue Achievement
• Account Profitability
• Market Share Growth
• Distribution C Product Listing Expansion
• Promotion ROI
• Customer Satisfaction
• Forecast Accuracy
• Collection C Outstanding Management

Qualifications s Experience

• Bachelor’s degree in business, Marketing, Commerce, or related field (MBA preferred).
• 5–10 years of experience in Modern Trade, Regional Retail, or Key Account Management.
• Strong understanding of FMCG, Consumer Healthcare, Pharma OTC, Food C Beverage, or Consumer Goods sectors.
• Experience in handling national and regional retail chains.

Skills Required

• Key Account Management
• Sales Negotiation C Commercial Acumen
• Business Planning C Forecasting
• Relationship Management
• Data Analysis C Reporting
• Trade Marketing
• Advanced MS Excel and PowerPoint
• Strong Communication and Presentation Skills

Preferred Competencies

• Strategic Thinking
• Result Orientation
• Customer-Centric Approach
• Problem Solving
• Cross-Functional Collaboration
• Leadership C Stakeholder Management