Key Account Manager – Modern Trade

About the Role

As a Key Account Manager – Modern Trade, you will be responsible for managing and strengthening relationships with our key Modern Trade partners. You will serve as the primary point of contact for assigned retail accounts, ensuring business objectives are achieved through effective account management, sales growth, supply chain coordination, and excellent customer service. Your primary objective will be to maximise revenue, improve product availability, increase market share, and drive long-term partnerships with key Modern Trade customers.

Responsibilities

Client Relationship Management

* Build and maintain strong, long-lasting relationships with key Modern Trade accounts.

* Understand customer business objectives and develop growth strategies.

* Serve as the primary point of contact between the customer and internal cross-functional teams.

* Ensure timely resolution of customer queries, service issues, and operational challenges.

Account Planning

* Develop annual and quarterly business plans for assigned Modern Trade accounts.

* Identify opportunities for new product listings, promotions, and category expansion.

* Collaborate with Sales, Marketing, Finance, and Supply Chain teams to execute account strategies.

* Drive sales growth while ensuring profitability.

Communication & Negotiation

* Present product portfolios, promotional plans, and business proposals to customers.

* Negotiate commercial agreements, pricing, trade promotions, and annual business plans.

* Build collaborative partnerships to achieve mutual business objectives.

* Resolve commercial and operational issues effectively.

Sales & Supply Chain Coordination

* Coordinate with Supply Chain, Demand Planning, Warehouse, and Logistics teams to ensure timely order fulfilment.

* Monitor inventory levels and ensure product availability across stores.

* Minimise stock-outs and optimise replenishment planning.

* Track purchase orders, deliveries, and promotional execution.

Performance Tracking & Reporting

* Monitor sales performance, account profitability, product availability, and customer service levels.

* Prepare weekly, monthly, and quarterly business performance reports.

* Analyse sales trends, category performance, and promotional effectiveness.

* Recommend corrective actions to improve business performance.

Market Analysis & Strategy Development

* Stay updated on retail trends, competitor activities, and consumer insights.

* Identify new business opportunities within existing Modern Trade accounts.

* Work closely with the Marketing team on in-store promotions, visibility initiatives, and product launches.

* Develop strategies to increase market share within assigned accounts.

Requirements

* Bachelor's degree in Business Administration, Marketing, Commerce, or a related field.

* Minimum 5+ years of experience in Key Account Management, Modern Trade Sales, or FMCG Sales.

* Experience handling Modern Trade accounts such as Trent, Reliance Retail, D-Mart, Spencer's, Metro, or similar organised retail chains.

* Strong communication, relationship management, negotiation, and problem-solving skills.

* Ability to manage multiple accounts in a fast-paced environment.

* Proficiency in Microsoft Excel, PowerPoint, and CRM/ERP systems.

* Strong analytical, planning, and business management skills.

Preferred Qualifications

* MBA in Marketing, Sales, Business Administration, or a related field.

* Experience in FMCG, Food & Beverage, Consumer Goods, Personal Care, or Retail industry.

* Good understanding of Modern Trade operations, category management, sales planning, inventory management, and supply chain coordination.

* Experience managing annual business plans (ABPs), trade promotions, and customer negotiations.