National Key Account Manager - Modern Trade

About the Role

At Plum, we're looking for a commercially driven and relationship-oriented National Key Account Manager (NKAM) to lead and grow some of our most strategic Modern Trade partnerships.

This role is responsible for driving business growth across key national accounts such as Reliance Retail, D-Mart, More Retail, Apollo Pharmacy, Wellness Forever, and other leading Modern Trade partners. If you enjoy building long-term customer partnerships, negotiating win-win outcomes, identifying growth opportunities, and delivering strong business results, we'd love to hear from you.

Key Responsibilities

Strategic Account Management

• Own the P&L and business growth for assigned National Key Accounts.
• Build and nurture strong relationships with key customer stakeholders across buying, merchandising, and category teams.
• Develop long-term account strategies aligned with Plum's business objectives.

Joint Business Planning (JBP)

• Lead annual and quarterly Joint Business Planning with key accounts.
• Drive collaborative growth initiatives and monitor execution against agreed plans.
• Conduct regular business reviews with customers, identifying opportunities and risks.

Sales Planning & Forecasting

• Drive revenue, profitability, and market share across assigned accounts.
• Own monthly forecasting, demand planning, and sales planning in collaboration with internal stakeholders.
• Ensure achievement of sales targets while maintaining healthy business fundamentals.

Promotions & Customer Marketing

• Conceptualize and execute promotional calendars, customer activations, and seasonal campaigns.
• Work closely with Marketing to maximize visibility and drive category growth.
• Evaluate promotional effectiveness and optimize future investments.

In-Store Execution

• Ensure best-in-class availability, visibility, merchandising, and planogram compliance across stores.
• Drive execution excellence through regular market visits and collaboration with field teams.
• Monitor secondary sales, stock health, and assortment availability.

Cross-functional Collaboration

• Partner closely with Supply Chain, Demand Planning, Finance, Marketing, Category, and Sales Operations to ensure seamless execution.
• Resolve operational issues proactively while maintaining strong customer satisfaction.

Business Analytics

• Analyze sales performance, market trends, competition, and customer insights.
• Identify whitespace opportunities and recommend actions to accelerate growth.
• Present periodic business reviews and actionable insights to internal leadership.

What We're Looking For

• 10+ years of experience in Modern Trade / Key Account Management within FMCG, Beauty, Personal Care, Consumer Products, or a similar industry.
• Proven experience managing large national accounts such as Reliance, D-Mart, Apollo, More Retail, Spencer's, Wellness Forever, etc.
• Strong commercial acumen with experience in P&L management and sales planning.
• Hands-on experience in Joint Business Planning (JBP), annual negotiations, and customer relationship management.
• Excellent negotiation, influencing, and stakeholder management skills.
• Strong analytical skills with proficiency in Excel and business reporting.
• Ability to collaborate effectively across multiple cross-functional teams.
• Willingness to travel as required

Location: Thane, Mumbai