Modern Trade Manager - Bangalore

About the role

The Key Account Manager Modern Trade will own key modern trade relationships across Karnataka & Kerala, driving strong in-store execution, sales growth, visibility, and operational excellence across priority retail partners. This is a hands-on, revenue-driving role with end-to-end ownership of key account performance, BA productivity, and execution excellence on the ground.

What youll do

Account Ownership & Growth

• Own P&L and growth performance for assigned Modern Trade accounts.
• Drive primary vs secondary alignment, fill rates, growth targets, and visibility compliance.
• Ensure flawless execution of promotions, visibility plans, and in-store activations.

Field Force & BA Productivity

• Lead, guide, and review Supervisor, Merchandiser, and BA operations across accounts.
• Drive BA productivity KPIs including sales throughput per BA, store-level market share, target achievement, man-days utilization, and incentive payouts.
• Coach field teams on execution excellence and commercial discipline.

In-Store Execution & OSA

• Ensure strong on-shelf availability (OSA), planogram adherence, and premium in-store visibility.
• Identify execution gaps and deploy corrective actions to improve sell-out performance.

Data, Tracking & Performance Reviews

• Maintain accurate sell-out and stock data in defined formats.
• Track weekly/monthly performance across customers and brands; drive data-backed interventions.
• Lead Monthly Business Reviews (MBRs) with customers and internal stakeholders with clear action plans.

Claims, Reco & Financial Hygiene

• Ensure timely submission and closure of all account claims with supporting documentation.
• Partner with Plum Finance and Channel Finance to close Reco/NDC sign-offs at least once every six months
• Ensure adherence to account agreements and finance provisions.

Market Intelligence & Best Practices

• Track competition activity, visibility, promotions, and new launches
• Share market insights and adopt relevant best practices to strengthen Plums MT execution model.

Critical Competencies

• Execute with Impact: Strong ownership, bias for action, and delivery mindset.
• Collaborate to Win in the Market: Works alongside field force to drive results on-ground.
• Communicate & Negotiate Effectively: Influences customers and internal stakeholders with clarity.
• Analytics-Driven Decision Making: Uses data to diagnose issues and unlock growth levers.

What were looking for

• Graduate / Postgraduate (any stream) with 235 years of experience in Modern Trade within FMCG.
• Hands-on experience managing both BA and Non-BA Modern Trade accounts.
• Strong exposure to Personal Care category preferred.
• Must be based out of Bengaluru with strong Karnataka & Kerala market understanding.

What Success Looks Like (First 612 Months)

• Improved fill rates, visibility compliance, and BA productivity across key accounts
• Consistent month-on-month growth across assigned MT chains
• Strong financial hygiene with zero pending claims and timely Reco/NDC closures
• High-quality relationships with customers and field teams, leading to better execution outcomes