Role Name: KAM – Modern Trade

Functional Reporting: Key Account Manager – Pan India.

Administrative Reporting: General Manager- National Sales & Trade marketing

Location: Mumbai

Role Purpose

- Drive sales growth and earn market share growth in modern trade accounts.

- Ensuring alignment with the company’s Target and growth plan

- Negotiating trade terms, improving visibility and product listing in most cost-effective manner.

- Executing promotional strategies to maximize revenue and brand presence majorly BTL, Promoters, Merchandising.

Key Accountabilities/ Responsibilities

Financial:

- Deliver revenue targets and profitability for the modern trade channel.

- Monitor and control trade spends to ensure ROI-driven promotions.

- Forecast and plan budgets in collaboration

Customer:

- Build and maintain robust relationships with national key accounts.

- Develop tailored strategies to grow sales in Modern trade.

- Ensure optimal execution of in-store activities, merchandising, and planogram compliance.

Process:

- Lead the Joint Business Planning (JBP) process with key modern trade partners.

- Collaborate with demand planning and logistics teams for efficient inventory management.





- Conduct periodic business reviews with customers to assess performance and course-correct

People:

- Lead, mentor, and guide the modern trade sales team (including sales officers and merchandisers).

- Ensure continuous performance monitoring.

Key Deliverables

- Achievement of monthly/quarterly/annual modern trade sales targets.

- Efficient execution of promotions and in-store activities.

- Strategic growth in visibility and weighted distribution.

- Effective team management and customer engagement.

Key Interactions

- Internal stakeholders: Sales Team, Trade Marketing, Finance, Supply Chain, Demand Planning, HR

- External stakeholders: Key Account Category Managers, Distributors, Merchandising Partners

Key Dimensions

- Target & Budget planning

- Gain market share

- Close TOT

- Promotion planning and execution

Educational Qualifications

- B Com

- MBA added advantage.

Experience (Type & Nature)

4-5 years of experience working in FMCG.

Minimum 4 year of experience in Modern Trade business handling

Functional Competencies

- Key Account Management

- Trade Negotiation & Terms Management

- Strategic Planning & Execution

- Supply Chain & Forecasting

📌 Key Account Manager – Modern Trade (India)
🏢 Antal International
📍 India