Role Objective:

The Key Account Manager (KAM) - Modern Trade will independently own and scale the regional business strategy for our assigned retail accounts. This individual will drive top-line revenue, maximize category share, execute Joint Business Plans (JBPs), and elevate the House of RIYA portfolio's visibility across prominent national and regional organized trade accounts.

Key Responsibilities

1. Joint Business Planning & Commercial Negotiation

- Formulate and execute Up-to-date Trade growth strategies across assigned markets, ensuring alignment with Purpos Planets data-first vision.
- Negotiate commercially profitable Terms of Trade (TOT), logistic contracts, margins, and promotional cost-sharing with retail partners.
- Develop and execute data-driven Joint Business Plans (JBPs), product assortment planning, and premium slotting for product launches.

1. Regional Account Operations & Revenue Delivery

- Achieve absolute revenue, margin, and category share targets across targeted accounts in the zone.
- Oversee key accounts financial hygiene: Manage accounts receivables, eliminate outstanding debts, and ensure clean collection cycles.
- Resolve account-level operational roadblocks, logistics issues, and buyer grievances proactively.

1. Trade Marketing & In-Store Execution

- Partner with the Marketing team to engineer high-impact in-store activations, merchandising campaigns, and category-building strategies.
- Deploy allocated trade-spend budgets efficiently,



leveraging data to analyse promotional ROI and maximize sales velocities.
- Supervise, mentor, and track the performance of Brand Promoters and Merchandisers to ensure top-notch store-level visual compliance and execution.

1. Market Intelligence & Data Analytics

- Move beyond raw data tracking, convert point-of-sale (POS) metrics and account portal data into actionable insights for demand forecasting.
- Conduct frequent store audits and market visits across assigned zone to track competitive activity, launch success, and layout shifts.

Handling National chain & Regional Chain: Directly manage end-to-end commercial relationships and listings across:

- National Chains: D-Mart, Reliance Retail, Metro Cash & Carry and other retail chains.
- Regional Networks: Prominent regional and local modern trade chains within the assigned zone.

Qualifications & Experience

- Education: Graduate in any stream; an MBA in Sales & Marketing is a distinct advantage.
- Experience: 5 to 8 years of core sales experience, with a strict emphasis on handling Modern Trade chains within Perfumes, Cosmetics, Beauty, Personal Care, or FMCG sectors.
- Competencies: Strong commercial acumen, exceptional written and oral negotiation skills, and an analytical framework for solving supply-chain bottlenecks.
- Technical Savvy: High proficiency in MS Excel and comfortable adopting automated sales reporting systems and modern CRMs.
- Mobility: Open to extensive business travel across the assigned zone for buyer alignments and field coaching.

📌 Institutional Sales Manager (Bengaluru)
🏢 Purpos Planet
📍 Bengaluru