Head of Modern Trade - Key Account Management

Hiring: Head Modern Trade / Key Accounts (India)

We are seeking a results-oriented Head Modern Trade / Key Accounts to lead and aggressively scale offline retail across Reliance Digital, Croma, Vijay Sales, and leading regional retail chains for a premium consumer technology portfolio.

Location: Gurugram

Compensation: 2230 LPA CTC (performance-driven)

Reporting To: Managing Director / Business Head

How to Apply

Interested candidates may share their CV via:

Email: mukul.narula@unisoninternational.net

WhatsApp: +91 85860 15169

Role Overview

This is a critical leadership role responsible for owning the Modern Trade and Key Accounts business pan-India. The incumbent will drive revenue growth, profitability, market penetration, and in-store excellence across national and regional modern trade partners. The role requires strong commercial acumen, deep buyer relationships, and hands-on execution capability in premium consumer electronics.

Key Responsibilities

Modern Trade & Key Accounts Leadership

• Own and grow the Modern Trade / Key Accounts channel across India
• Manage strategic national accounts including Reliance Digital, Croma, Vijay Sales, and high-potential regional chains
• Drive new product listings, range expansion, and national rollouts
• Lead Joint Business Planning (JBP), annual negotiations, and commercial agreements

Revenue, P&L & Growth

• Deliver aggressive revenue, margin, and sell-through targets
• Own channel P&L, trade spends, and ROI optimization
• Forecast sales, manage pipelines, and drive monthly/quarterly business reviews
• Identify growth opportunities through assortment optimization, promotions, and partnerships

In-Store Execution & Visibility

• Ensure best-in-class in-store visibility, merchandising, and planogram execution
• Drive impactful promotions, demo activations, and sell-out programs
• Work closely with marketing to execute national and regional campaigns

Stakeholder & Cross-Functional Collaboration

• Partner with marketing, supply chain, finance, demand planning, and sales operations
• Ensure smooth order flow, inventory planning, and on-time replenishment
• Align channel strategies with brand positioning and customer experience goals

Team Leadership & Capability Building

• Build, lead, and mentor a high-performing Modern Trade / KAM team
• Set clear KPIs, performance metrics, and execution discipline
• Coach teams on negotiation, account planning, and execution excellence

Data, Analytics & Governance

• Track key metrics including sell-in, sell-out, inventory health, trade ROI
• Use data-driven insights to improve productivity and profitability
• Establish governance frameworks for account reviews and performance tracking

Candidate Profile

Experience & Background

• 812+ years of experience in Modern Trade / Key Accounts within consumer electronics, premium tech, or allied categories
• Proven track record of managing large MT accounts and delivering P&L targets
• Strong, existing relationships with Reliance Digital, Croma, Vijay Sales, and regional modern trade chains

Skills & Competencies

• Strong negotiation and commercial acumen
• Execution-focused mindset with speed and accountability
• Ability to influence senior stakeholders and buyers
• Analytical, data-driven decision-making capability
• Experience managing and scaling high-performance sales teams

Education

• MBA or equivalent qualification preferred

Why Join This Opportunity

• Leadership role in a high-growth premium technology category
• High visibility with direct interaction with senior leadership
• Opportunity to shape offline retail strategy at a national level
• Performance-linked compensation with strong upside