National Key Account Manager - Modern Trade - FMCG Firm

Description:

1. Account Management & Business Development:

• Manage end-to-end business operations for key accounts.
• Develop and implement joint business plans (JBPs) to achieve volume, value, and profitability goals.
• Identify new growth opportunities within each account and drive listings, visibility, and activation.

2. Sales Planning & Execution:

• Achieve monthly, quarterly, and annual sales targets across assigned accounts.
• Monitor category-wise, SKU-wise, and store-wise performance to drive continuous improvement.
• Ensure product availability, fill rates, and order execution with zero service gaps.

3. Negotiation & Commercials:

• Lead annual negotiations on margins, trading terms, visibility agreements, and promotions.
• Manage account-level budgets including schemes, discounts, and investments.
• Ensure compliance with pricing policies, contracts, and commercial guidelines.

4. Operational Excellence:

• Coordinate with supply chain, finance, category management, and merchandising teams for seamless account operations.
• Resolve billing issues, payment delays, and claims in a timely manner.
• Drive operational KPIs such as OTIF, stock cover, and freshness expiry norms.

5. Data Analytics & Reporting:

• Track sales trends, category performance, and competitor activity to guide business decisions.
• Prepare weekly/monthly dashboards and present strategic insights to leadership.

6. Promotions & Visibility:

• Plan and execute promotions, activations, and visibility initiatives across MT partners.
• Monitor ROI of promotions and optimize investments accordingly.

Other Requirements:

• Strong experience managing modern trade retailers.
• Excellent negotiation and relationship management skills.
• Strong analytical ability with hands-on experience in sales forecasting and data analysis.
• Good understanding of supply chain processes, trade terms, and distributor management.
• Ability to work cross-functionally and influence senior stakeholders.
• High ownership, problem-solving ability, and customer-first mindset.