Position: Key Account Manager – Modern Trade

Location: Bengaluru

Function: Sales – Modern Trade

Experience: 4+ years in Modern Trade

Industry: FMCG – Processed Foods / Fresh Foods

Education: Graduate mandatory; MBA preferred

About the Role

We are looking for an experienced Modern Trade Key Account Manager – Bengaluru to drive the growth and execution of our Modern Trade business across the city.

The role will be responsible for achieving sales targets, managing key retail accounts, ensuring strong in-store execution and availability, driving promotions and visibility, managing distributors and field manpower, and identifying opportunities for business expansion.

The ideal candidate should have strong knowledge of the Bengaluru Modern Trade landscape, established relationships with key retailers, and preferably experience across both processed FMCG foods and fresh categories such as bread, dairy, bakery, etc.

Key Responsibilities

1. Sales & Target Management

- Own primary and secondary sales targets for the assigned Bengaluru Modern Trade business.
- Develop monthly sales plans, forecasts and account-wise business plans.
- Monitor performance against budgets, targets and Annual Operating Plan (AOP).
- Drive monthly sales and activity ratios across key accounts.
- Analyze sales trends, SKU performance and account-level performance to identify growth opportunities.
- Monitor competition, new launches and market developments and proactively develop counter-strategies.

2. Key Account Management

- Manage day-to-day relationships with Modern Trade key accounts and their category/buying teams.
- Track monthly sales performance across all assigned accounts.
- Ensure stock availability at DC, store and SKU level.
- Drive range expansion and improve distribution across existing accounts.
- Identify and pursue opportunities for listing products in additional stores/accounts.
- Track new store openings and ensure timely product deployment.
- Understand retailer concerns and coordinate internally to ensure quick resolution.
- Work closely with Category Managers to participate in category-level, store-level and national events.

3. In-Store Execution & Availability

- Ensure 100% availability on shelf across listed SKUs and stores.
- Track store-level placement and visibility of listed products.
- Monitor fill rates and work with distributors/retailers to address availability gaps.
- Ensure effective execution of planned promotions,



displays, visibility and in-store activations.
- Conduct regular store audits to ensure compliance with operational and visual merchandising standards.
- Track replacements, current store deployments and product availability.
- Ensure agreed planograms, visibility assets and merchandising standards are implemented.

4. Distributor Management

- Manage distributors servicing the Modern Trade business in Bengaluru .
- Ensure adequate inventory levels at distributor and account DCs.
- Monitor order fulfilment, fill rates and service levels.
- Ensure timely payments, claims settlement and reconciliation.
- Manage distributor SLAs and resolve operational issues.
- Work closely with distributors to improve service levels and secondary sales.

5. Promotion & Event Management

- Plan and communicate promotional activities with key accounts and distributors.
- Ensure timely execution of promotions, displays and in-store activations.
- Track promotional performance and ROI.
- Coordinate with internal teams and retailer Category Managers for seasonal, category and national events.
- Share post-promotion performance insights and recommendations.

6. New Product Launches

- Drive successful execution of new product launches across assigned Modern Trade accounts.
- Ensure timely listing, stock deployment, visibility and store-level execution.
- Ensure distributors, retailers and field teams are adequately trained on new products.
- Track launch performance and identify corrective actions where required.

7. Team & Manpower Management

- Manage and guide the field sales/merchandising team and agency manpower deployed across stores.
- Monitor attendance, PJP adherence, productivity and performance.
- Plan manpower deployment based on store requirements and business priorities.
- Conduct regular reviews and provide coaching and feedback.
- Train team members on product knowledge, selling techniques, prospecting and closing.
- Drive performance management and participate in quarterly appraisals.
- Manage manpower agencies, including headcount, deployment,



training and performance.

8. Data Analysis & Business Reviews

- Analyse account-wise, store-wise and SKU-wise sales data.
- Track distribution, availability, fill rates, productivity and promotional performance.
- Identify gaps and prepare actionable plans to improve business performance.
- Provide regular business updates and insights to management.
- Use data to identify opportunities for range expansion, new stores and incremental sales.

Key Performance Indicators The role will be measured on:

- Primary & Secondary Sales Achievement
- Distribution & Range Expansion
- Shelf Availability / OSA
- Fill Rate
- SKU-wise & Store-wise Availability
- New Store Deployment
- Promotion & Visibility Execution
- Distributor Service Levels
- Claims & Payment Management
- New Product Launch Execution
- Team Productivity & PJP Compliance
- Manpower Effectiveness
- Key Account Growth
- AOP Achievement

Ideal Candidate Profile

Experience

- Minimum 4 years of experience in Modern Trade, preferably as an ASM / Key Account Manager / equivalent role.
- Strong understanding of the Bengaluru Modern Trade market is essential.
- Experience managing large-format retail/key accounts and distributors.

Category Experience Candidates with experience in fresh with some experience in long shelf life FMCG will be preferred.

Skills & Competencies

- Strong Modern Trade account management skills.
- Good understanding of distributor and retail operations.
- Strong analytical and numerical ability.
- Excellent negotiation and relationship-management skills.
- Strong understanding of in-store execution and merchandising.
- Ability to manage field teams and third-party manpower.
- Strong communication and presentation skills.
- Ability to work independently and take ownership of business targets.
- Proficiency in MS Excel and sales reporting/analytics.

Education

- Graduate in any discipline – mandatory.
- MBA preferred

What We Are Looking For We are looking for a hands-on, commercially driven Modern Trade qualified who can take ownership of the Bengaluru business end-to-end — from account relationships and sales planning to distributor management, store execution, availability, promotions, team productivity and business expansion.

The candidate should be comfortable operating both strategically with key account/category teams and operationally at the store level.

📌 Modern Trade Key Account Manager (Bengaluru)
🏢 The Health Factory
📍 Bengaluru