Key Account Manager - Modern Trade - FMCG - IIM/ISB/MDI/FMS

: Key Account Manager - Modern Trade (KAM MT)

• Location: Mumbai
• Territory: Pan-India
• Channel: Modern Trade / National Key Accounts
• Industry: FMCG / Consumer Goods
• Preferred Education: MBA/PGDM from Tier-1 B-schools

About the Role:

We are looking for a Key Account Manager - Modern Trade to manage and grow a strategic national retail account for a leading FMCG organization. The role is based in Mumbai and will be responsible for managing the account across India, driving revenue growth, strengthening customer relationships, and ensuring seamless execution of business plans across regions.

The ideal candidate should have strong exposure to modern trade / key account management, excellent commercial acumen, and the ability to manage large-scale retail partnerships in a fast-paced FMCG environment.

Key Responsibilities:

• National Account Management: Own and manage the Pan-India relationship with a leading national retail partner, driving business growth, profitability, and long-term strategic collaboration.
• Business Planning: Develop annual operating plans, joint business plans, and customer-specific growth strategies aligned with organizational objectives.
• Revenue & Profitability: Drive sales targets, revenue growth, market share, product mix, trade investments, and account profitability.
• Customer Relationship Management: Build strong relationships with senior stakeholders across buying, category management, merchandising, supply chain, and commercial teams.
• Commercial Negotiations: Lead discussions on pricing, promotions, trade terms, visibility investments, and commercial agreements.
• Category & Portfolio Growth: Identify opportunities for assortment expansion, new product launches, category development, and improved product visibility.
• Sales Execution: Coordinate with regional sales teams, supply chain, demand planning, and marketing to ensure product availability and execution excellence across India.
• Business Analytics: Monitor sales performance, account-level KPIs, forecasts, promotional effectiveness, and competitive developments to identify growth opportunities.
• Cross-functional Collaboration: Work closely with internal stakeholders to improve service levels, manage supply challenges, and deliver customer commitments.
• Business Reviews: Conduct regular performance reviews with the customer and internal leadership, translating insights into actionable business plans.

Candidate Profile:

• MBA/PGDM from a Tier-1 B-school preferred.
• Approximately 5 - 8 years of relevant experience in FMCG sales, modern trade, national account management, or strategic customer management.
• Prior experience managing large-format retail accounts, national chains, or high-value strategic customers.
• Strong understanding of modern trade dynamics, category management, trade marketing, customer negotiations, and retail execution.
• Proven track record of delivering revenue growth, improving profitability, and managing trade investments.
• Strong analytical, strategic planning, negotiation, and stakeholder management skills.
• Ability to influence cross-functional teams and work effectively in a matrix organization.
• Willingness to travel as required for national account reviews and business engagements.