Job DescriptionKEY ACCOUNTABILITIES: N1. Strategic Account Planning & Growth Architecture Nn Develop long-termaccount 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. NnStrategic Execution & Internal Orchestration: Nn Translate approved JBPs into transparent 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. NnCustomer & Relationship Management: Nn 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. NnSell-Out Strategy & Category Expansion: Nn 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. NnProfitability, Pricing & Commercial Governance: Nn 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. NnQUALIFICATIONS & EXPERIENCE: NMinimum experience and qualification Nn 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. NnMBA preferred; familiarity with data tools (Power BI, CRM) an advantage.

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