About the Role
We are looking for a results-driven Key Accounts Manager – Modern Trade to manage and grow relationships with leading offline modern trade retailers and key retail chains.
The role will be responsible for driving revenue, distribution, visibility, and profitability across assigned key accounts. The ideal candidate should have strong experience in modern trade, excellent account-management skills, and a deep understanding of retail operations, trade promotions, negotiations, and in-store execution.
Key Responsibilities
1. Key Account Management
- Own and manage relationships with assigned modern trade accounts and retail chains.
- Develop strong relationships with buyers, category managers, commercial teams, and store-level stakeholders.
- Act as the primary point of contact for key accounts and ensure smooth business operations.
- Conduct regular business reviews and develop joint business plans with key customers.
2. Sales & Revenue Growth
- Deliver monthly, quarterly, and annual sales targets across assigned accounts.
- Develop account-wise growth strategies based on sales trends, category performance, and market opportunities.
- Drive volume, value, assortment, distribution, and share of shelf within key accounts.
- Identify opportunities for new product launches, range expansion, and incremental business.
3. Trade Promotion & Commercial Management
- Plan and execute account-specific promotions, visibility programs, and consumer offers.
- Negotiate trade margins, promotional investments, listing fees, visibility spends, and other commercial terms.
- Ensure optimum ROI on trade spends and promotional investments.
- Track schemes, discounts, claims, and deductions and ensure timely resolution.
4. Distribution & In-Store Execution
- Ensure effective product availability across stores and improve distribution and fill rates.
- Drive secondary sales and monitor store-level execution.
- Work closely with merchandising and sales teams to ensure visibility, planogram compliance, and optimal shelf placement.
- Monitor stock levels and identify risks of stock-outs, excess inventory, or slow-moving SKUs.
5. Business Analytics & Reporting
- Analyse account-wise sales, SKU performance, inventory, distribution, promotion effectiveness, and profitability.
- Prepare regular sales forecasts and ensure accurate demand planning.
- Track key account KPIs and identify corrective actions to improve performance.
- Provide market and competitor insights to the sales and category teams.
6. Cross-Functional Collaboration
- Work closely with Supply Chain, Finance, Marketing, Category, and Operations teams to ensure seamless account management.
- Coordinate new product launches, replenishment, promotions, and commercial activities.
- Resolve operational issues related to orders, invoicing, supply, claims, and payments.
Required Skills & Experience
- 3–8 years of experience in Modern Trade / Key Account Management preferably beauty, personal care or retail.
- Strong experience managing large offline retail chains and modern trade accounts.
- Proven track record of achieving sales and revenue targets.
- Strong negotiation, commercial, and relationship-management skills.
- Good understanding of modern trade processes, retail margins, promotions, listing, visibility, and account profitability.
- Strong analytical and problem-solving capabilities.
- Good communication and presentation skills.
- Willingness to travel for account meetings and market/store visits.