Role Objective -
The Key Accounts Manager will lead the strategic partnership and revenue growth for our most critical accounts. This includes national retail chains (Reliance, DMart, Star Bazaar), institutional clients (Hotels, Airlines, Corporate Cafeterias), and digital platforms (Blinkit, Zepto, Big Basket, Amazon). The goal is to ensure our products are the category leaders within these specific high-volume channels.
Key Responsibilities -
- Strategic Account Planning: Developing and executing Joint Business Plans (JBP) with national retail chains (e.g., DMart, Reliance Retail) to ensure year-on-year growth.
- Listing & Portfolio Management: Negotiating the listing of new product launches and ensuring the optimal mix of SKUs (Stock Keeping Units) is available across all partner stores.
- Negotiation of Terms (TOT): Managing complex Terms of Trade, including margins, visibility rentals, listing fees, and credit periods.
- Digital Shelf Management: Driving growth on Quick-Commerce (Blinkit, Zepto, Insta mart) and E-commerce (Big Basket, Amazon) platforms by managing search rankings and digital promotions.
- Fill Rate & Supply Chain Coordination: Collaborating with the logistics team to maintain a 95%+ fill rate, ensuring no "Out of Stock" situations at the warehouse or store level.
- Institutional & B2B Partnerships: Identifying and closing bulk-supply contracts with hospitals, hotel chains (HORECA), and large corporate entities.
- Promotional ROI: Planning in-store activations, sampling, and price-offs, and then analysing the data to measure the actual return on investment.
Required Qualifications -
- Education - MBA/PGDM: A master’s degree in marketing, Sales, or International Business is typically mandatory for this seniority level.
- Bachelor’s Degree: Usually in Business, Commerce, or Food Technology.
- Experience - Minimum 10 Years: Total experience in FMCG Sales, with at least 4–5 years specifically in Modern Trade (MT) or Key Account Management.
Skills -
- CRM Proficiency: Hands-on experience with Salesforce, SAP, or similar CRM/ERP systems.
- E-comm Tools: Familiarity with "Search Engine Marketing" within retail apps and platform-specific backend tools.
Benefits:
- Health insurance
- Provident Fund
Work Location: In person
