Position: Key Account Manager- Up-to-date Trade

Zone: East

Head Quarters: Kolkata

Job Type: Permanent

Preferred Industry: FMCG / FOOD Products background

Job Purpose:

Drive profitable business growth across the Modern Trade channel in the East Zone by managing key retail accounts, strengthening customer relationships, executing sales strategies, and ensuring achievement of revenue, distribution, and profitability objectives. The role is responsible for developing strategic partnerships with key modern trade customers while maximizing product visibility, availability, and market share.

Experience:

- 510 years of experience in Modern Trade Sales or Key Account Management.
- Experience managing Modern Trade business for the East Zone is highly preferred.
- FMCG or Food industry experience is mandatory.
- Experience handling national and regional modern trade accounts.
- Proven track record of delivering sales growth and achieving business targets.
- Experience in trade negotiations, customer management, and sales planning.

Qualifications:

- Bachelors degree in business administration, Marketing, Commerce, or a related discipline.
- MBA/Postgraduate Diploma in Sales, Marketing, or Business Management preferred.

Functional Competencies:

- Key Account Management, Modern Trade Sales, Customer Relationship Management, Strategic Account Planning, Joint Business Planning (JBP), Sales Forecasting, Business Development, Trade Marketing, Category Management, Sales Negotiation, Commercial Acumen, Pricing & Promotion Management, Channel Sales Management, Distributor Management, Budget & P&L; Management,



Sales Analytics, Market Intelligence, Demand Planning, Inventory Management, Retail Execution, Financial Analysis, Contract Negotiation, Business Review & MIS Reporting.

Key Responsibilities:

- Manage Modern Trade business across the East Zone, ensuring achievement of sales, volume, and profitability targets.
- Develop and maintain strong relationships with key accounts such as national and regional modern trade retailers.
- Prepare and execute Joint Business Plans (JBPs) with key customers.
- Negotiate commercial terms, annual business agreements, promotions, and trade investments.
- Drive product listings, assortment expansion, shelf visibility, merchandising, and in-store execution.
- Monitor primary and secondary sales performance and implement corrective actions where required.
- Collaborate with distributors and supply chain teams to ensure optimum product availability and inventory management.
- Analyze sales trends, market intelligence, customer performance, and competitor activities to identify growth opportunities.
- Plan and execute promotional campaigns, category initiatives, and new product launches.
- Prepare sales forecasts, demand plans, and monthly business reviews.
- Manage trade budgets, promotional spends, and customer profitability.
- Ensure timely collections, claims settlement, and compliance with company policies.
- Coordinate with cross-functional teams including Marketing, Finance, Supply Chain, Customer Service, and Category Management.
- Generate MIS reports and provide business insights to senior management.

📌 Key Account Manager- Modern Trade (West Bengal)
🏢 Lotte India
📍 West Bengal