Key Account Manager

Location: Bengaluru

The Key Accounts Manager will be responsible for managing day-to-day operations across
key Modern Trade accounts, ensuring sales target achievement and flawless in-store execution. The
role involves coordinating with internal teams and retail partners for JBP implementation, driving
visibility and compliance, and maintaining optimal stock availability. The incumbent will support
business growth through effective account management, field team supervision, and actionable market
insights.

Responsibilities
1. Account Management & Stakeholder Coordination
Manage day-to-day operations for major Modern Trade and SAMT outlets (e.g., Reliance, D
- Mart, Star Bazaar).
Act as the primary operational contact for store and distribution center (DC) teams.
Work closely with the Key Account Manager (KAM) to deliver agreed business objectives.
2. Sales & Target Achievement
Drive Net Sales Value (NSV), volume, and margin delivery on a month-on-month basis.
Monitor sales trends, identify gaps, and support execution of corrective plans.
3. Joint Business Plan (JBP) Execution
Implement JBP elements locally including promotional calendars, product launches, pricing compliance, and logistics coordination.
Ensure alignment with head office trade marketing and supply chain teams.
4. On-Shelf Availability (OSA) & Inventory Control
Monitor stock levels and replenishment cycles to ensure product availability.
Coordinate with distributors and DCs to avoid stock-outs and excess inventory.
5. Merchandising & Activation Execution
Implement in-store activations, POS setups, and visibility initiatives.
Drive secondary displays, short-term promotions, and sampling programs as per brand calendar.
6. Retail Compliance & Issue Resolution
Ensure retail pricing and MRP compliance across outlets.
Address and resolve discrepancies or billing issues with store and finance teams.
7. Team Management & Field Supervision
Supervise and guide field staff (merchandisers/sales officers) on daily routing, execution standards, and KPIs.
Conduct regular store visits and audits to ensure process adherence.
8. Store Operations & Audit Management
Perform planogram checks, expiry control, returns management, and invoice reconciliation.
Ensure consistent execution of brand and operational guidelines.
9. Reporting & Performance Analysis
Prepare timely reports including weekly sell-through, OSA, inventory days, promotional performance, and NSV vs. target.
Share actionable insights and recommendations with the KAM and management team.
10. Market Intelligence & Insights
Capture shopper behavior, market trends, and competitor activities during field visits.
Recommend tactical adjustments to marketing and trade teams for improved performance.

Qualifications
Bachelor’s degree in Business Administration, Sales, Marketing, or Supply Chain Management (MBA preferred).
3–6 years of experience in Modern Trade or Key Account Management within the FMCG or F&V (Fruits & Vegetables) sector.
Proven track record of managing modern trade accounts and achieving sales and margin targets.
Experience in promotional planning, in-store execution, and inventory coordination.
Strong analytical ability to interpret sales data, OSA reports, and promotional ROI.
Hands-on experience in team supervision, store audits, and trade compliance.