MT – Key Accounts Manager

Drive sales, distribution, and visibility of company products across Modern Trade channels (supermarkets, hypermarkets, department stores,  retail chains such as Reliance Retail, Big Bazaar, More, Spencer's, D-Mart, etc.), while managing key account relationships and ensuring profitable growth.

Key Responsibilities
Manage and grow relationships with Modern Trade key accounts (regional & national chains)
Achieve monthly/quarterly sales targets (volume & value) for the MT channel
Negotiate trading terms, listing fees, promotional plans, and margins with retailers
Plan and execute in-store promotions, visibility drives, and merchandising activities
Monitor stock availability, fill rates, and minimize out-of-stock situations
Track competitor activity, pricing, and shelf presence within MT outlets
Coordinate with supply chain/logistics for timely order fulfillment
Manage trade spends and promotional budgets within P&L guidelines
Prepare sales reports, forecasts, and account performance reviews
Build joint business plans (JBPs) with key retail partners
Ensure compliance with retailer-specific processes (PO management, invoicing, claims settlement)
Lead/mentor a team of MT executives/merchandisers, if applicable

Key Skills & Competencies
Strong negotiation and key account management skills
Understanding of retail/category management and trade marketing
Analytical skills — sales data, market share, ROI on trade spends
Relationship management with senior retail buyers/category managers
Proficiency in MS Excel/PowerPoint; exposure to SFA/DMS tools is a plus
Good communication and cross-functional coordination ability

Qualifications & Experience
Graduate
3–8 years of experience in Modern Trade/Key Account Sales within FMCG, consumer durables, or retail
Prior experience handling national/regional retail chains preferred