Corporate Key Account Manager

KEY ACCOUNTABILITIES:

1. Strategic Account Planning & Growth Architecture

• Develop long-term account strategies for top priority accounts for this role, aligned to channel priorities and category growth objectives.
• Lead the creation of Joint Business Plans (JBPs) that define growth levers across sales, category expansion, kitchen penetration, visibility, pricing, and profitability.
• Identify account-level growth opportunities including new store openings, category introductions, assortment upgrades, and whitespace capture.
• Drive strategic alignment with Category, Pricing, Supply Chain, Retail Marketing PMO, and MT-RSS teams to shape account-specific growth programs.
• Build annual revenue, share, and gross margin plans for the account, ensuring alignment with BU and channel strategy.

Strategic Execution & Internal Orchestration:

• Translate approved JBPs into clear execution charters for regional KAMs, tertiary retail teams, and cross-functional enablers.
• Ensure strategic initiatives such as kitchen category expansion, shelf interventions, new category introductions, and assortment optimization are planned and supported.
• Provide guidance to regional teams on execution priorities, program design interpretation, and escalations that impact strategic outcomes.
• Govern the quality and timeliness of JBP milestones, category rollouts, and account expansion initiatives.
• Ensure accurate demand planning inputs for S&OP through strategic forecasting and mix direction.

Customer & Relationship Management:

• Serve as the strategic point of contact for top priority accounts for this role, building long-term relationships that support mutual growth.
• Partner with customer category heads, merchandising teams, and business directors to co-create growth interventions and structured reviews.
• Lead strategic negotiations on annual terms, category foundations, multi-category penetration, and long-term commercial constructs.
• Strengthen account engagement through structured governance — monthly reviews, quarterly business reviews, and annual planning conversations.
• Ensure customer priorities and insights feed into internal channel, category, and product planning.

Sell-Out Strategy & Category Expansion:

• Oversee national sell-out performance for the account, ensuring alignment with regional tertiary execution teams.
• Steer category and SKU-level assortment strategy based on account performance trends, consumer insights, and competitive benchmarking.
• Identify and plan ISP deployment needs for store clusters where sell-out uplift potential is high.
• Review account-wise sell-out diagnostics, lift from programs/promotions, and kitchen funnel expansion opportunities.
• Ensure kitchen appliances presence grows across stores and categories through structured expansion plans and JBP levers.

Profitability, Pricing & Commercial Governance:

• Deliver account-level P&L outcomes — gross margin, price realization, mix improvement, and profitability milestones.
• Maintain pricing discipline through adherence to channel ASPs, discount architecture, and guardrails.
• Track and govern program investments, promo efficiency, and ROI to drive profitable growth.
• Ensure overall commercial hygiene — data integrity, credit governance alignment, and compliance with internal policies.
• Lead structured post-program evaluations to refine ROI and improve future investments.

QUALIFICATIONS & EXPERIENCE:

Minimum experience and qualification

• 7–12 years of experience in Modern Trade / Key Account Management within FMCG / FMEG / Consumer Durables.
• Proven track record in driving national / multi-regional account growth.
• Strong commercial acumen, negotiation, and analytical skills.

MBA preferred; familiarity with data tools (Power BI, CRM) an advantage.