About the Role

DSAND Nutrilabs is looking for a Key Account Manager – Modern Trade who can take ownership of Modern Trade business development, key-account relationships, sales growth and execution across India.

The ideal candidate should have strong hands-on experience with Modern Trade accounts, buyer management, negotiations, listing, trade schemes, promotions, secondary sales and account growth.

This is not a General Trade or Distributor Sales role. The primary focus will be Modern Trade Key Accounts and retail chain business.

Key Responsibilities1. Modern Trade Account Management

- Manage existing National and Regional Modern Trade accounts.
- Develop strong relationships with Purchase Heads, Category Managers, Buyers and Commercial Teams.
- Drive account-wise sales growth and profitability.
- Prepare monthly and annual business plans for key accounts.
- Ensure regular reviews and business performance tracking.

2. New Account Acquisition

- Identify and onboard new Modern Trade chains and premium retail accounts.
- Lead commercial negotiations and account-opening discussions.
- Drive product listing, SKU onboarding and assortment expansion.
- Identify new cities/chains for business expansion.

3. Sales & Revenue Growth

- Own monthly, quarterly and annual Modern Trade sales targets.
- Drive primary sales as well as secondary sales/off-take.
- Monitor account-wise sales performance and identify growth gaps.
- Develop account-specific growth plans.
- Ensure achievement of revenue and profitability targets.

4. Commercial Negotiation

Manage negotiations related to:

- Listing fees
- Trade margins
- Promotional schemes
- Discounts
- Visibility charges
- Display promotions
- Consumer promotions
- Annual agreements
- Payment terms
- Trade spends

Ensure commercial decisions are aligned with DSAND's profitability objectives.

5. Promotion & Visibility

- Plan and execute Modern Trade promotions.




- Coordinate with Marketing for in-store visibility and promotional activities.
- Track promotion performance and ROI.
- Improve shelf visibility, product placement and assortment.
- Ensure execution of agreed promotions at store level.

6. Sales Planning & Forecasting

- Prepare monthly sales forecasts for Modern Trade accounts.
- Coordinate with Supply Chain for inventory planning.
- Monitor stock availability, replenishment and fill rates.
- Avoid stock-outs and excess inventory.
- Track SKU-wise and account-wise performance.

7. Business Analytics & MIS

Track and report:

- Account-wise sales
- SKU-wise sales
- Primary sales
- Secondary sales
- Growth %
- Distribution
- Stock
- Inventory days
- Trade spends
- Promotions
- Outstanding payments
- Account profitability

Prepare regular Modern Trade MIS and business review reports for management.

8. Competitor & Market Intelligence

- Monitor competitor pricing and promotions.
- Track competitor listings and new product launches.
- Study category trends in Protein, Nutrition, Functional Foods and Premium FMCG.
- Identify opportunities for new SKU listings and category expansion.
- Share market intelligence with management and marketing.

9. Cross-Functional Coordination

Work closely with:

- Marketing
- Supply Chain
- Finance
- E-Commerce
- Product Team
- Operations

to ensure smooth execution of Modern Trade business.

Candidate ProfileMandatory

- 6–8 years of relevant experience in Up-to-date Trade / Key Account Management.
- Strong hands-on experience managing Modern Trade accounts.
- Experience dealing directly with buyers/category managers/purchase teams.




- Proven experience in account acquisition, listing and business development.
- Strong understanding of Modern Trade commercial structures.
- Experience handling schemes, margins, promotions and trade spends.
- Strong analytical and negotiation skills.
- Experience managing sales targets and account profitability.

Preferred Industry Background

Candidates from:

- Protein / Sports Nutrition
- Health & Wellness
- Functional Foods
- FMCG
- Packaged Foods
- Premium Food & Beverage
- Dairy
- Chocolates / Nutrition Bars
- Soups / Noodles / Pasta
- Gourmet / Specialty Foods

will be preferred.

Ideal Candidate

We are looking for someone who has personally managed Contemporary Trade business, not someone whose experience is primarily General Trade or distributor sales.

The candidate should be comfortable with:

Buyer Meeting → Negotiation → Listing → SKU Activation → Promotion → Replenishment → Secondary Sales → Account Growth → Profitability

Must-Have Experience

The candidate should ideally have experience with one or more of:

- National Modern Trade Chains
- Regional Modern Trade Chains
- Premium Supermarkets
- Hypermarkets
- Specialty Retail Chains
- Nutrition / Health Retail Chains
- Gourmet / Premium Food Retail

Key KPIsKPIResponsibilityModern Trade RevenueAchieve monthly/annual targetExisting Account GrowthIncrease sales from existing accountsNew AccountsAcquire new Modern Trade accountsNew ListingsIncrease SKU/account listingsSecondary SalesImprove store-level off-takeDistributionImprove store coverageTrade SpendMaintain ROI and profitabilityPromotionsExecute and measure promotional ROIForecast AccuracyMaintain reliable sales forecastsCollectionsEnsure timely paymentsAccount ProfitabilityDeliver profitable account growth

Pay: ₹400,000.00 - ₹600,000.00 per year

Work Location: Hybrid remote in Indore, Madhya Pradesh (Indore)

📌 KAM – Modern Trade & Government Sales (Indore)
🏢 DSAND Nutrilabs
📍 Indore