Job DescriptionKEY ACCOUNTABILITIES

N1. Strategic Account Planning & Growth Architecture

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- Develop long-termaccount strategies for top priority accounts for this role, aligned to channel priorities and category growth objectives.
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- Lead the creation of Joint Business Plans (JBPs) that define growth levers across sales, category expansion, kitchen penetration, visibility, pricing, and profitability.
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- Identify account-level growth opportunities including new store openings, category introductions, assortment upgrades, and whitespace capture.
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- Drive strategic alignment with Category, Pricing, Supply Chain, Retail Marketing PMO, and MT-RSS teams to shape account-specific growth programs.
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- Build annual revenue, share, and gross margin plans for the account, ensuring alignment with BU and channel strategy.
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nStrategic Execution & Internal Orchestration:

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- Translate approved JBPs into clear execution charters for regional KAMs, tertiary retail teams, and cross-functional enablers.
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- Ensure strategic initiatives such as kitchen category expansion, shelf interventions, new category introductions, and assortment optimization are planned and supported.
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- Provide guidance to regional teams on execution priorities, program design interpretation, and escalations that impact strategic outcomes.
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- Govern the quality and timeliness of JBP milestones, category rollouts, and account expansion initiatives.
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- Ensure accurate demand planning inputs for S&OP; through strategic forecasting and mix direction.
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nCustomer & Relationship Management:

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- Serve as the strategic point of contact for top priority accounts for this role, building long-term relationships that support mutual growth.
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- Partner with customer category heads, merchandising teams, and business directors to co-create growth interventions and structured reviews.
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- Lead strategic negotiations on annual terms, category foundations,



multi-category penetration, and long-term commercial constructs.
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- Strengthen account engagement through structured governance — monthly reviews, quarterly business reviews, and annual planning conversations.
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- Ensure customer priorities and insights feed into internal channel, category, and product planning.
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nSell-Out Strategy & Category Expansion:

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- Oversee national sell-out performance for the account, ensuring alignment with regional tertiary execution teams.
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- Steer category and SKU-level assortment strategy based on account performance trends, consumer insights, and competitive benchmarking.
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- Identify and plan ISP deployment needs for store clusters where sell-out uplift potential is high.
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- Review account-wise sell-out diagnostics, lift from programs/promotions, and kitchen funnel expansion opportunities.
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- Ensure kitchen appliances presence grows across stores and categories through structured expansion plans and JBP levers.
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nProfitability, Pricing & Commercial Governance:

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- Deliver account-level P&L; outcomes — gross margin, price realization, mix improvement, and profitability milestones.
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- Maintain pricing discipline through adherence to channel ASPs, discount architecture, and guardrails.
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- Track and govern program investments, promo efficiency, and ROI to drive profitable growth.
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- Ensure overall commercial hygiene — data integrity, credit governance alignment, and compliance with internal policies.
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- Lead structured post-program evaluations to refine ROI and improve future investments.
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nQUALIFICATIONS & EXPERIENCE:

NMinimum experience and qualification

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- 7–12 years of experience in Up-to-date Trade / Key Account Management within FMCG / FMEG / Consumer Durables.
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- Proven track record in driving national / multi-regional account growth.
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- Strong commercial acumen, negotiation, and analytical skills.
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nMBA preferred;

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

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