Key Accounts Manager - Modern Trade

Position Summary

The Key Account Manager is responsible for the sales performance of Modern Trade Channel. He/she will play a key role in delivering the overall Modern Trade objectives, managing key National chains and large Regional chains, strategizing/executing shopper activities to drive sales in accordance with the companies policies and strategies.


Key Competencies
Graduate , Post Graduate

Need to have min 3-5 years of experience of full-fledged Key Accounts handling experience at National Accounts level.

Excellent communication
Objective analytical skills
A high levels of Strategic Planning
Shopper Understanding
Passion for Delivery

Position Summary

1. Strategic Annual Joint Business plans for the defined Modern Retail Chains, National/Regional

• Develop strategic tie up with the sharply defined Terms of Trade (TOT)
• Develop monthly/Quarterly activity calendar for the respective Chain
• Identifying issues and the opportunities at Brand/Category level looking at internal and external trends.
• Achieve Annual budgets

1. Marketing Co-ordination:

• To work coactively with all Brand Management Team to develop Shopper awareness /image / preference by Executing Planned Shopper activations & Events @ POPs to drive higher off takes.
• To work with the Product management team to proactively activate listing process with the chains/Customers
• To monitor category/brand performance at Chain/format level and device programs to gain Market Share

1. POP Execution and Shopper Activation:

• Continuous focus on increasing availability of our Products and increase shelf space
• Implementing shopper programs and Visibility drives
• Monitoring all key brand Activities.
• DSR effectiveness in terms of key activities/programs

1. Managing Customer

• Providing Excellent service to the customer as per TOT
• Building relationship with the key category captains of the chains
• To review brand and customer performance at quarterly level and agree actions

1. Financial Responsibility

• Operate/ Achieve Channel Costs as budgeted for the year
• Documentation And Prior Approval Of All TOTs (Terms of Trade) for audit purposes
• Settling Customer Claims within stipulated timeframe
• Collecting Nil Claim Certificates (NCC) from the Customers on a quarterly basis