Job Title: – Modern Trade (FMCG)
Location: [Insert Location]
Experience: 5+ Years
Industry: FMCG / Retail / Consumer Goods
Department: Sales – Modern Trade
Employment Type: Full-Time
About the Role
We are seeking a proactive and results-driven Key Account Manager – Modern Trade to lead strategic partnerships and category growth across key retail chains. The role involves end-to-end ownership of account performance, from delivering volume/value targets and driving visibility, to ensuring OTIF deliveries and resolving trade-related issues. The ideal candidate will have a deep understanding of FMCG operations, strong stakeholder management skills, and a hands-on approach to problem-solving.
Key Responsibilities
- Customer Relationship Management:
Build and maintain strong, long-term relationships with retail partners. Conduct regular review meetings with category managers and store teams to ensure alignment on goals. - Sales & Target Achievement:
Drive business volume and value, ensuring on-time delivery and adherence to monthly targets. Collaborate with the MT Head on planning and executing product launches, promotions, and space expansion strategies. - Market Share & Category Growth:
Conduct in-depth analysis to improve market share at store level. Leverage retail intelligence and data sharing to drive visibility and merchandising effectiveness. - Business Planning & Review:
Review performance on a weekly, monthly, and quarterly basis. Share actionable insights on sales trends, market developments, and competition with internal stakeholders. - Commercial & Financial Management:
Coordinate with commercial teams to manage collections, claim settlements, and account reconciliation. Ensure financial hygiene and timely payments from partners. - Operational Excellence:
Ensure OTIF (On-Time In-Full) performance. Coordinate with logistics, finance, and quality teams for issue resolution, rejection closures, CN processing, and maintaining FIFO/freshness standards. - Demand Planning & Stock Management:
Liaise with the demand planning team for stock availability and timely replenishments. Ensure smooth delivery coordination with customer ordering and internal logistics teams. - MIS & Reporting:
Provide detailed reports and insights on sales, inventory, account receivables/payables, and stock movement to support strategic decision-making.
Required Skills & Qualifications
- Bachelor’s Degree in Business Administration, Sales, or related field (MBA preferred)
- 5+ years of experience in Key Account Management, preferably in the FMCG/Modern Trade segment
- Strong analytical, interpersonal, and communication skills
- Expertise in managing TOT parameters, store-level performance, and merchandising
- Proficiency in MS Excel and other reporting tools
Q1. What is the primary focus of this role?
The Key Account Manager will focus on driving business growth through volume and value delivery, maintaining strong customer relationships, and executing category strategies in modern trade channels.
Q2. Is prior experience in FMCG necessary for this role?
Yes, hands-on experience in the FMCG sector—especially in modern trade operations—is essential to manage customer accounts effectively and drive sustainable growth.
Q3. How is performance measured in this role?
Performance is measured by achieving GMV targets, ensuring OTIF deliveries, maintaining market share, resolving operational issues, and executing promotions effectively.