Key Account Manager

Industry Type: B2B Sales

Graduate and above

All genders

6 days working | Day Shift

PAN Card, Aadhar Card, Bank Account

Job Title: Key Account Manager (KAM) - Modern Trade

Department: Sales/Key Accounts
Reports to: National Sales Manager/Regional Sales Manager


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Job Summary:

The Key Account Manager - Modern Trade is responsible for managing and developing strategic relationships with modern trade accounts, ensuring revenue growth, maximizing shelf visibility, and achieving sales targets. The role involves planning, negotiating, and executing business strategies to enhance brand presence in the modern trade segment.


Key Responsibilities:

Account Management:

Develop and maintain strong relationships with key modern trade clients (e.g., supermarkets, hypermarkets, retail chains).

Serve as the primary point of contact for all account-related activities and queries.

Understand client needs, market trends, and business objectives to provide customized solutions.


Sales and Revenue Growth:

Drive sales and achieve revenue targets for assigned modern trade accounts.

Plan and execute promotional activities and campaigns to increase sales.

Identify and capitalize on upselling and cross-selling opportunities.


Negotiation and Contracts:

Negotiate trade terms, pricing, and annual agreements with modern trade partners.

Ensure compliance with contractual terms and conditions.


Merchandising and Shelf Management:

Ensure optimal shelf space and product visibility in modern trade outlets.

Collaborate with the merchandising team to maintain stock levels, displays, and planograms.


Market Analysis and Strategy:

Monitor competitor activities, market trends, and consumer behavior in the modern trade segment.

Analyze sales data to identify growth opportunities and create actionable strategies.


Operational Excellence:

Coordinate with supply chain and logistics teams to ensure timely delivery of products.

Address and resolve operational issues such as stock shortages, returns, or billing disputes.


Reporting and Feedback:

Prepare and present periodic sales performance reports to management.

Provide insights and feedback from modern trade clients to improve product offerings and services.

Qualifications:

Bachelor’s degree in Business Administration, Marketing, or a related field; MBA preferred.

Proven experience in key account management, sales, or business development in the modern trade segment (3-5 years).

Strong negotiation, communication, and relationship-building skills.

Proficiency in MS Office (Excel, PowerPoint) and CRM tools.

Knowledge of the FMCG or retail industry is a plus.


Key Competencies:

Strategic thinking and problem-solving.

Results-driven with a focus on achieving targets.

Ability to work independently and collaboratively with cross-functional teams.

Excellent analytical and presentation skills.

Adaptability and resilience in a dynamic business environment.


Performance Metrics:

Achievement of sales and revenue targets.

Market share growth in modern trade accounts.

Successful execution of promotional activities.

Client satisfaction and retention.