SENIOR KEY ACCOUNT MANAGER - WHOLESALE / B2B (JEWELLERY)
Mahabir Danwar Jewellers Pvt Ltd | Burrabazar, Kolkata | Full-time | Rs. 6-9 LPA + Incentive
IMPORTANT: This is a B2B / wholesale sales role, NOT an accounting or finance role. You will sell jewellery to other jewellers. Please do not apply if your background is in accounts, Tally, GST or audit.
WHY THIS ROLE EXISTS
MDJ sells jewellery to two very different buyers. Our retail showrooms sell to brides and families. Our wholesale business sells to other jewellers - the retail counters across Eastern India who stock our Kundan Polki, Jadau, antique gold and diamond jewellery and sell it under their own roof.
That wholesale book is currently managed relationship-by-relationship, largely by the directors. It has grown on trust and on our Burrabazar network. It has not been managed as a structured portfolio with named account owners, monthly targets, credit discipline and a growth plan per account.
This role fixes that. You will own a defined portfolio of jeweller accounts end-to-end - revenue, range, collections and growth - and you will be measured on it every month. As MDJ expands into Bhubaneswar, Cuttack, Ranchi, Raipur, Siliguri and Guwahati, this portfolio becomes the commercial backbone of that expansion.
This is not an order-taking job. It is a territory-owning job.
REPORTING AND STRUCTURE
Designation: Senior Key Account Manager - Wholesale / B2B
Reports to: Director - Wholesale and Business Development
Base location: Head Office, Burrabazar, Kolkata
Territory: West Bengal (core) plus Bihar, Jharkhand, Odisha, Assam, Chhattisgarh
Travel: Approximately 8-10 days per month, higher during exhibition and wedding season
Working days: 6 days a week
KEY RESULT AREAS (WEIGHTED SCORECARD)
1. Revenue Ownership (30%) - Own the annual wholesale order book for an assigned portfolio of retail jewellers, multi-brand outlets and franchise partners. Measured on portfolio turnover, month-on-month growth and average order value.
2. Account Penetration (20%) - Grow share-of-wallet inside existing accounts. Move a buyer from one category (plain gold) into two or three (Kundan Polki, Jadau, diamond, lightweight daily-wear). Measured on categories billed per account, repeat order frequency and account retention.
3. New Account Addition (15%) - Add new retail jeweller accounts in the assigned territory. Map the town, qualify the buyer, run the first meeting, close the first order. Measured on new accounts opened per quarter and first-order value.
4. Collections and Credit (15%) - Own outstanding for the portfolio. Enforce agreed credit terms and escalate ageing early. Measured on DSO and over-90-day outstanding as a percentage of the book.
5. Inventory and Range Feedback (10%) - Be the voice of the market inside MDJ. Report what is selling, what is stuck and what competition is showing. Push slow-moving stock into the right accounts. Measured on stock turn and dead-stock liquidation.
6. Discipline and MIS (10%) - Run the account management rhythm: daily huddle input, weekly pipeline review, updated CRM, market visit reports, clean monthly scorecard.
WHAT YOUR MONTH LOOKS LIKE
Daily: 9:30 AM huddle. Minimum 8 meaningful buyer touchpoints. CRM updated same day.
Weekly: One structured territory day of physical visits. Pipeline review with the Director. Slow-moving stock placement attempt.
Monthly: Account-wise scorecard. Competition note on Senco, Sawansukha, RR Agarwal and the Burrabazar wholesale houses. Range feedback filed with Design and Production.
Seasonal: Exhibition and trade-show duty (IIJS and regional jeweller exhibitions). Pre-wedding-season stock planning.
NON-NEGOTIABLE REQUIREMENTS
- 5-10 years in B2B, wholesale or channel sales, of which at least 3 years in jewellery, bullion, gems or an allied high-value category (watches, luxury retail, textiles at wholesale level)
- Demonstrable ownership of a revenue number. You can state the book you carried and what you did with it.
- Working knowledge of gold and diamond commercials: rate per gram, wastage, making charges, purity and hallmarking, HUID, GST on jewellery
- Fluent Hindi and Bengali. Working English for email and reporting.
- Willing to travel Eastern India 8-10 days a month
- Clean, reference-checkable record on cash and stock handling
STRONGLY PREFERRED
- Existing live relationships with retail jewellers in West Bengal, Bihar, Jharkhand, Odisha, Assam or Chhattisgarh
- Experience of the Burrabazar, Zaveri Bazaar or Sarafa trade ecosystem
- Exposure to Kundan Polki, Jadau and antique jewellery, not only plain gold or CZ
- Comfortable with Google Sheets, WhatsApp Business and a CRM
PLEASE DO NOT APPLY IF
- Your experience is purely retail counter sales with no B2B account ownership
- Your background is accounting, finance, Tally, GST or audit
- You cannot travel outside Kolkata
- You expect a fixed salary with no variable component linked to collections
HIRING PROCESS
Stage 1: Application with CV. State current CTC, expected CTC, notice period and total relevant experience.
Stage 2: Level 1 written screening - role-specific questions plus one live account scenario, completed in your own time within 48 hours.
Stage 3: Director round, face-to-face at Burrabazar. Numerical test on jewellery commercials plus territory plan discussion.
Stage 4: Two reference checks.
Stage 5: Written offer with scorecard, targets and incentive structure attached.
COMPENSATION
Fixed CTC: Rs. 6,00,000 to Rs. 9,00,000 per annum, basis experience and existing trade relationships
Performance incentive over and above fixed CTC, linked to portfolio revenue, collections and new account addition
Territory travel reimbursed at actuals
Provident Fund as per company policy
GROWTH PATH
Year 1: Own and stabilise the assigned portfolio. Clean up credit. Prove the number.
Year 2: Take a junior executive under you. Expand into one new state territory. Lead role at exhibitions.
Year 3: Regional Manager (Wholesale) or Franchise Business Manager for the Eastern India expansion, with a team and a P&L.
ABOUT MAHABIR DANWAR JEWELLERS
Founded by Late Sri Mahabir Prasad Danwar, who moved from Ratannagar, Churu (Rajasthan) to Kolkata in 1960, MDJ is a 15th-generation jewellery house. The retail arm launched in 1998. Today the business runs manufacturing, wholesale and retail across gold, diamond, Kundan and Polki jewellery.
- 4 retail stores across Kolkata and Delhi
- 20 national awards and 30 nominations
- Approximately 6,000 brides adorned to date
- Specialisation in handcrafted bridal jewellery: Kundan Polki, designer gold and diamond
- Vertically integrated: our own manufacturing, our own Burrabazar wholesale network, our own retail
HOW TO APPLY
Apply with your CV. In your application, please state clearly: total years of relevant B2B or wholesale experience, current CTC (fixed and variable separately), expected CTC, notice period, and the territories and account types you have handled.
Applications without CTC and notice period details will not be processed.
Mahabir Danwar Jewellers Pvt Ltd is an equal opportunity employer.
Pay: ₹50,000.00 - ₹75,000.00 per month
Benefits:
Application Question(s):
- What is your CURRENT annual CTC in rupees? Please state fixed and variable separately (e.g. 6.0 LPA fixed + 1.2 LPA variable).
- What is your EXPECTED annual CTC in rupees, and what is your notice period in days?
- How many years have you spent in B2B / wholesale / channel sales (selling to businesses, not to walk-in retail customers)? Name the industries and the territories you covered.
- What is the largest ANNUAL revenue book (in rupees) you have personally owned and delivered against a target? State the year, the company, and the achievement percentage.
Work Location: In person
