Key Accounts Manager - Modern Trade - FMCG

Role Overview:

As a Key Account Manager (KAM) - Modern Trade, you will be responsible for managing and growing relationships with key modern trade retailers. The role includes building strategic partnerships, developing Joint Business Plans, and delivering on volume and revenue targets while ensuring optimal brand presence, execution, and profitability in the channel. You will be the primary liaison between the company and its modern trade partners, ensuring alignment on business goals and operational excellence across stores and geographies.

Key Responsibilities

Client Relationship Management

- Conduct regular visits and business review meetings with retail partners to strengthen the relationship and identify new growth avenues.

- Act as the single point of contact for all modern trade-related operations and conflict resolution.

Sales Strategy & Planning

- Collaborate with internal stakeholders (marketing, supply chain, finance) to develop account-specific plans.

- Drive assortment planning, pricing strategies, and promotions in alignment with account needs and company objectives.

Joint Business Planning (JBP)

- Ensure alignment of mutual business goals and consistent follow-ups for performance evaluation and recalibration.

P&L Ownership and Budget Management

- Monitor trade spend, promotional budgets, and marketing investments to ensure ROI-positive activities.

- Track and control operational costs against set budgets, including claims and deductions.

New Business Development

- Penetrate untapped regions or store formats within existing accounts to grow revenue.

Promotions & Shopper Marketing Execution

- Coordinate with visual merchandising and trade marketing teams for superior in-store visibility and shelf presence.

- Track effectiveness of campaigns and optimize future planning.

Assortment and Distribution Management

- Collaborate with supply chain and distribution teams to ensure availability and timely replenishment at store-level.

- Optimize shelf space, placement, and planograms to improve visibility and conversion.

Market Intelligence & Sales Analytics

- Analyze secondary sales data, sell-out reports, and stock reports to generate actionable insights.

- Present monthly/quarterly dashboards for business reviews.

Team Collaboration & Training

- Develop sales toolkits, product knowledge documents, and on-ground execution guidelines.

- Conduct periodic training on category insights, negotiation techniques, and product updates.