Job Description

About the Role

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We are looking for a results-driven Key Accounts Manager – Modern Trade to manage and grow relationships with leading offline modern trade retailers and key retail chains.

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The role will be responsible for driving revenue, distribution, visibility, and profitability across assigned key accounts. The ideal candidate should have strong experience in modern trade, excellent account-management skills, and a deep understanding of retail operations, trade promotions, negotiations, and in-store execution.

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Key Responsibilities

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1. Key Account Management

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- Own and manage relationships with assigned modern trade accounts and retail chains.
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- Develop strong relationships with buyers, category managers, commercial teams, and store-level stakeholders.
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- Act as the primary point of contact for key accounts and ensure smooth business operations.
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- Conduct regular business reviews and develop joint business plans with key customers.
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2. Sales & Revenue Growth

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- Deliver monthly, quarterly, and annual sales targets across assigned accounts.
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- Develop account-wise growth strategies based on sales trends, category performance, and market opportunities.
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- Drive volume, value, assortment, distribution, and share of shelf within key accounts.
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- Identify opportunities for new product launches, range expansion, and incremental business.
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3. Trade Promotion & Commercial Management

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- Plan and execute account-specific promotions, visibility programs, and consumer offers.
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- Negotiate trade margins, promotional investments, listing fees, visibility spends, and other commercial terms.
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- Ensure optimum ROI on trade spends and promotional investments.
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- Track schemes, discounts, claims, and deductions and ensure timely resolution.
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4.



Distribution & In-Store Execution

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- Ensure effective product availability across stores and improve distribution and fill rates.
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- Drive secondary sales and monitor store-level execution.
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- Work closely with merchandising and sales teams to ensure visibility, planogram compliance, and optimal shelf placement.
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- Monitor stock levels and identify risks of stock-outs, excess inventory, or slow-moving SKUs.
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5. Business Analytics & Reporting

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- Analyse account-wise sales, SKU performance, inventory, distribution, promotion effectiveness, and profitability.
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- Prepare regular sales forecasts and ensure accurate demand planning.
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- Track key account KPIs and identify corrective actions to improve performance.
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- Provide market and competitor insights to the sales and category teams.
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6. Cross-Functional Collaboration

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- Work closely with Supply Chain, Finance, Marketing, Category, and Operations teams to ensure seamless account management.
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- Coordinate new product launches, replenishment, promotions, and commercial activities.
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- Resolve operational issues related to orders, invoicing, supply, claims, and payments.
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Required Skills & Experience

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- 3–8 years of experience in Modern Trade / Key Account Management preferably beauty, personal care or retail.
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- Strong experience managing large offline retail chains and modern trade accounts.
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- Proven track record of achieving sales and revenue targets.
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- Strong negotiation, commercial, and relationship-management skills.
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- Good understanding of up-to-date trade processes, retail margins, promotions, listing, visibility, and account profitability.
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- Strong analytical and problem-solving capabilities.
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- Good communication and presentation skills.
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- Willingness to travel for account meetings and market/store visits.
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📌 Key Account Manager - Modern Trade Offline (New Delhi)
🏢 Fraganote
📍 New Delhi