Owns profitable growth across supermarket and modern trade key accounts. Responsibilities include customer relationship management, joint business planning, negotiations, revenue and profitability ownership, distribution and assortment expansion, product launches, shopper activations, promotional execution, claims management, analytics, route-to-market initiatives, and cross-functional leadership. The role also develops customer loyalty, coaches account resources, and drives strategic growth projects.
Be the First to Apply
Job Description
Key Accounts ManagerResponsible for driving profitable growth across the Super Market channel through strategic management of key accounts, strong customer relationships, distribution expansion, new product launches, shopper activations and superior in-market execution. The role will own the business agenda for assigned Super Market accounts and partner closely with Sales, Marketing, Supply Chain and Finance to deliver revenue, profitability and distribution objectives.ESSENTIAL QUALIFICATION & EXPERIENCE:
- Graduate mandatory; MBA preferred
- 8–12 years of experience in FMCG / Consumer Healthcare / OTC / Consumer Products
- Strong experience in Modern Trade / Super Markets / Key Account Management
- Proven track record of managing large customers and delivering revenue and profitable growth
- Strong experience in customer negotiations, trade spends, promotions, listings and account planning
- Experience in NPD launches, shopper activations and distribution expansion preferred
Band: 3A
KEY STAKEHOLDERS: EXTERNAL
Super Market / Modern Trade Chains, Key Account Buyers & Category Managers, Distributors / Channel Partners, Merchandising & Activation Agencies
KEY ROLES / RESPONSIBILITIES
1. Business & Profitable Growth
- Own revenue, growth and profitability targets for the Super Market channel / assigned key accounts
- Drive growth of Power Brands and deliver business targets from NPDs
- Identify opportunities for range expansion, premiumisation, new stores and new accounts
- Monitor account-wise performance, profitability and trade investment effectiveness
2. Key Account Management
- Develop and execute Joint Business Plans / annual account plans with key customers
- Build strong relationships with buyers, category managers and key customer stakeholders
- Lead commercial discussions covering pricing, promotions, trade terms, visibility and business plans
- Conduct periodic business reviews and drive closure of agreed actions
3. Distribution, Listing & Assortment
- Drive distribution expansion across Super Market accounts and new coverage
- Own listing / linking of new products and expansion of assortment
- Improve SKU availability and execution across stores
- Identify white spaces and opportunities for incremental distribution
4. Shopper Activation & In-store Execution
- Drive key customer activations, visibility and promotional programmes
- Deliver promoter-store objectives and improve productivity of promoter-led stores
- Partner with Marketing / Trade Marketing to create effective shopper interventions
- Track execution and evaluate activation effectiveness
5. Commercial & Process Hygiene
- Ensure timely and accurate submission, reconciliation and closure of customer / distributor claims
- Drive commercial discipline around pricing, schemes, claims and trade investments
- Ensure adherence to agreed commercial processes and controls
6. Customer Engagement & Loyalty
- Drive customer engagement / loyalty programmes and achieve defined programme targets
- Build differentiated customer propositions and strengthen strategic partnerships
- Identify opportunities to deepen customer engagement and improve share of business
7. Analytics & Business Reviews
- Use customer, sales and market data to identify growth opportunities and risks
- Track revenue, distribution, assortment, promotion effectiveness and account profitability
- Develop actionable insights for account planning and sales reviews
- Drive data-based decision making and course correction
8. GTM & Strategic Initiatives
- Drive Super Market distribution and offline Go-to-Market transformation initiatives
- Identify opportunities to strengthen the route-to-market and improve execution productivity
- Support OTX / Non-Chemist and emerging channel initiatives relevant to the Super Market ecosystem
- Lead strategic projects and pilots to unlock incremental growth
9. People & Cross-functional Leadership
- Coach and develop team members / account resources, where applicable
- Build strong cross-functional alignment to ensure seamless customer execution
- Promote ownership, collaboration and customer-centricity across the account team
KEY COMPETENCIES
Seek to GROW
- Key Account Management
- Commercial Acumen
- Customer & Relationship Management
- Revenue & Profitability Management
- Negotiation & Influencing
- Business Analytics
Seek to TRANSFORM
- Strategic Thinking
- GTM & Channel Transformation
- NPD & Innovation
- Shopper / Customer Insights
- Problem Solving
- Change & Project Management
Seek to SERVE
- Customer Centricity
- Collaboration
- Execution Excellence
- Ownership & Accountability
- People Development
Similar Jobs
Big Data • Food • Hardware • Machine Learning • Retail • Automation • Manufacturing
Facilitate Scrum ceremonies, coach teams on Agile and Jira practices, track delivery metrics, remove impediments, and support product backlog management. The role also assists with project planning, risk management, stakeholder communications, and change management while developing toward full project ownership. It additionally requires information security, compliance, risk management, and Identity and Access Management experience, along with security standards implementation and awareness training.
Top Skills:
AgileAtlassian JiraCi/CdDevOpsIdentity And Access ManagementJqlScrum
Software • Hospitality
Manages hotel development deal administration and supports South Asia growth strategy. Responsibilities include originating and evaluating project leads, assisting with business cases and approvals, coordinating due diligence, preparing proposals and presentations, supporting development marketing, maintaining deal records, and managing financial updates and invoices. The role involves negotiating hotel development projects, collaborating with internal and external stakeholders, and traveling across South Asia.
Top Skills:
Financial ModelingExcelMicrosoft PowerpointMicrosoft Word
Fintech • Legal Tech • Software • Financial Services • Cybersecurity • Data Privacy
Performs accounting and reporting for global hedge, private equity, and debt funds. Responsibilities include maintaining fund books, processing investor capital activity, preparing NAV workbooks, calculating management fees, preferred returns, carried interest, and performance ratios, and producing investor, fund-level, and ILPA reports. The role also involves client interaction and accounting for complex instruments including bank debt, TRS, MBS, and CLOs.
What you need to know about the Pune Tech Scene
Once a far-out concept, AI is now a tangible force reshaping industries and economies worldwide. While its adoption will automate some roles, AI has created more jobs than it has displaced, with an expected 97 million new roles to be created in the coming years. This is especially true in cities like Pune, which is emerging as a hub for companies eager to leverage this technology to develop solutions that simplify and improve lives in sectors such as education, healthcare, finance, e-commerce and more.
