Job Description

KEY ACCOUNTABILITIES:

n

1. Strategic Account Planning & Growth Architecture

n

•Develop long-term account strategies for top priority accounts for this role, aligned to channel priorities and category growth objectives.

n

•Lead the creation of Joint Business Plans (JBPs) that define growth levers across sales, category expansion, kitchen penetration, visibility, pricing, and profitability.

n

•Identify account-level growth opportunities including new store openings, category introductions, assortment upgrades, and whitespace capture.

n

•Drive strategic alignment with Category, Pricing, Supply Chain, Retail Marketing PMO, and MT-RSS teams to shape account-specific growth programs.

n

•Build annual revenue, share, and gross margin plans for the account, ensuring alignment with BU and channel strategy.

n

n

Strategic Execution & Internal Orchestration:

n

•Translate approved JBPs into explicit execution charters for regional KAMs, tertiary retail teams, and cross-functional enablers.

n

•Ensure strategic initiatives such as kitchen category expansion, shelf interventions, new category introductions, and assortment optimization are planned and supported.

n

•Provide guidance to regional teams on execution priorities, program design interpretation, and escalations that impact strategic outcomes.

n

•Govern the quality and timeliness of JBP milestones, category rollouts, and account expansion initiatives.

n

•Ensure accurate demand planning inputs for S&OP; through strategic forecasting and mix direction.

n

n

Customer & Relationship Management:

n

•Serve as the strategic point of contact for top priority accounts for this role, building long-term relationships that support mutual growth.

n

•Partner with customer category heads, merchandising teams, and business directors to co-create growth interventions and structured reviews.

n

•Lead strategic negotiations on annual terms, category foundations,



multi-category penetration, and long-term commercial constructs.

n

•Strengthen account engagement through structured governance — monthly reviews, quarterly business reviews, and annual planning conversations.

n

•Ensure customer priorities and insights feed into internal channel, category, and product planning.

n

n

Sell-Out Strategy & Category Expansion:

n

•Oversee national sell-out performance for the account, ensuring alignment with regional tertiary execution teams.

n

•Steer category and SKU-level assortment strategy based on account performance trends, consumer insights, and competitive benchmarking.

n

•Identify and plan ISP deployment needs for store clusters where sell-out uplift potential is high.

n

•Review account-wise sell-out diagnostics, lift from programs/promotions, and kitchen funnel expansion opportunities.

n

•Ensure kitchen appliances presence grows across stores and categories through structured expansion plans and JBP levers.

n

n

Profitability, Pricing & Commercial Governance:

n

•Deliver account-level P&L; outcomes — gross margin, price realization, mix improvement, and profitability milestones.

n

•Maintain pricing discipline through adherence to channel ASPs, discount architecture, and guardrails.

n

•Track and govern program investments, promo efficiency, and ROI to drive profitable growth.

n

•Ensure overall commercial hygiene — data integrity, credit governance alignment, and compliance with internal policies.

n

•Lead structured post-program evaluations to refine ROI and improve future investments.

n

n

QUALIFICATIONS & EXPERIENCE:

n

Minimum experience and qualification

n

•7–12 years of experience in Modern Trade / Key Account Management within FMCG / FMEG / Consumer Durables.

n

•Proven track record in driving national / multi-regional account growth.

n

•Strong commercial acumen, negotiation, and analytical skills.

n

MBA preferred; familiarity with data tools (Power BI, CRM) an advantage.

n

📌 National Key Account Manager (Mumbai)
🏢 V-Guard
📍 Mumbai