National Key Account Manager

Job Title: National Key Account Manager Modern Trade

Function: Sales Modern Trade

Location: Head Office / Metro City (PanIndia responsibility)

Reporting To: Modern Trade Head

Location - Hyderabad

Role Purpose

The National Key Account Manager Modern Trade will be responsible for managing and growing strategic national modern trade accounts such as Reliance Retail, DMart, More Retail and others. The role focuses on driving profitable growth, improving market presence, and executing joint business plans through strong account management, analyticsdriven decision making, and excellent stakeholder collaboration.

Key Responsibilities

1. Key Account Management & Growth

• Manage endtoend relationships with assigned national modern trade key accounts.
• Drive sales, distribution, and visibility goals across categories and SKUs.
• Own annual joint business plans (JBPs) with key customers and track execution rigorously.
• Ensure alignment between customer strategy and company growth priorities.

2. Commercial Negotiation & Trade Terms

• Lead discussions on commercial agreements, including listing fees, trading terms, margins, and promo investments.
• Manage promotions, discounts, and visibility spends to deliver ROIpositive outcomes.
• Coordinate with finance and supply chain teams to ensure commercial compliance and controls.

3. Execution Excellence

• Work closely with regional sales, supply chain, and customer service teams to ensure flawless execution at store level.
• Monitor onshelf availability, planogram adherence, and secondary sales performance.
• Track and resolve service level, fill rate, and supply constraints impacting customers.

4. Analytics & Business Insights

• Analyze sales performance, shopper trends, promotional effectiveness, and category dynamics.
• Use data to identify growth levers, whitespace opportunities, and corrective actions.
• Prepare periodic business reviews and seniorleadership presentations.

5. CrossFunctional Collaboration

• Partner with Marketing, Trade Marketing, Finance, Supply Chain, and Demand Planning teams.
• Participate in new product launches and gotomarket initiatives for modern trade.
• Support longterm capability building for modern trade as a strategic channel.

Key Performance Indicators (KPIs)

• Sales growth vs. plan (Value & Volume)
• Contribution margin & trade spend efficiency
• Onshelf availability and service levels
• Achievement of Joint Business Plan milestones
• Quality of customer relationships and execution scorecards

Candidate Profile

Education

• MBA / PGDM from a toptier or reputed management institute (preferred).
• Graduation in any discipline.

Experience

• 13 years of experience in Modern Trade sales within an FMCG organization.
• Handson exposure to national or key modern trade accounts such as Reliance, DMart, More, etc.
• Experience in handling JBPs, promotions, and customer negotiations is desirable.

Skills & Competencies

• Strong commercial acumen and negotiation skills
• Analytical mindset with comfort in Excel, reports, and sales dashboards
• Excellent communication and stakeholder management skills
• High ownership, execution focus, and ability to work crossfunctionally
• Willingness to travel and manage panIndia customer relationships